Business Development Manager, Intellectual Property Solutions
RELX

Job Info

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At LexisNexis Intellectual Property (LNIP), we believe that whenever a person works on a patent and understands the future trajectory of a specific technology, that person has the potential to fundamentally change how society operates. We are proud to directly support and serve these innovators in their endeavors to better humankind. We enable innovators to accomplish more by helping them make informed decisions, be more productive, comply with regulations, and ultimately achieve superior results. Our overall success is measured by how well we deliver these results.

We are seeking a Business Development Manager to join our growing team. Reporting to the Head of US Sales, you will be responsible for the complete sales cycle of new business sales opportunities of our Patent Business intelligence, Search, Analytics, and optimization solutions within the assigned territory. After an internal solution training you will be an expert for our IP Solutions, and as such you are the 'go to' person for our clients and prospects to solve their business challenges.

As a Business Development Manager, you will leverage expertise, network and knowledge to convey credibility and to assess customer needs in order to close deals in a targeted and professional manner and achieving set sales targets and KPIs.This is a home based position that will support the east coast of the US Legal markets. Preferred candidate location would be NY, PA, MA, CT, OH, VA, MD.

RESPONSIBILITIES:

• Drive new business, including cold sales, in a consultative manner to achieve sales targets
• Develop and execute your territory plan and tactics in line with the IP business goals of LexisNexis
• Financial savvy, good understanding of $ impact & value of our solutions for prospects business outcomes
• Act as an entrepreneur and owner of your own territory / region. Identify support needs
• Be a sparring partner and local expert for the LexisNexis business units (sales, training, support) in your territory / regions and assess specific needs and provide solution knowledge when needed
• Develop and manage the IP sales pipeline in our CRM system
• Identify business issues within client and prospect accounts to understand solution fit
• Provide in depth solution understanding to prospects and clients, which may include a demonstration of our solution
• Achieve or exceed monthly/quarterly/annual sales goals and sales KPIs
• Embrace and support new sales initiatives

KEY COMPETENCES / BEHAVIOURS:

• True hunter with a pro-active mindset and the ability to develop opportunities in the assigned territory
• Accountable to manage the complete sales cycle, from first contact to close
• Proven track record in 'hunting' and 'cold calling'
• Ability to manage your role in a complex matrix organization
• Self-starter and target driven
• Collaborative attitude, team player
• Structured and process capable
• Persistent and reliable
• Effective networking abilities both internally and externally

EDUCATION / KNOWLEDGE / EXPERIENCE:

• Bachelor/Masters education
• 5+ years relevant B2B sales experience
• Experience selling to large legal firms and / or corporations is a benefit
• Proven track record of exceeding targets in new business, in a competitive and complex sales environment
• Excellent oral and written communication, presentation and negotiation skills
• Experienced to understand and translate customer needs into comprehensive and competitive offerings
• Abitlity to travel up to 50%
• Location: Remote US

LexisNexis, a division of RELX Group, is an equal opportunity employer: qualified applicants are considered for and treated during employment without regard to race, color, creed, religion, sex, national origin, citizenship status, disability status, protected veteran status, age, marital status, sexual orientation, gender identity, genetic information, or any other characteristic protected by law. If a qualified individual with a disability or disabled veteran needs a reasonable accommodation to use or access our online system, that individual should please contact accommodations@relx.com or if you are based in the US you may also contact us on 1.855.833.5120.

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