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Business Development Manager at CPA Global North America LLC in Alexandria, Virginia

Posted in Sales 30+ days ago.

This job brought to you by eQuest

Type: Full-Time





Job Description:

Job Type

Permanent

Ideas change the world. Help us change the way the world manages them. 

Business Development Manager

Patent Search & Analytics

CPA Global is the industry’s leading intellectual property (IP) management company.  We provide the most comprehensive infrastructure and intelligence for technology companies and law firms to manage the entire lifecycle of an idea from innovation to enforcement.  Our customers are primarily patent and trademark attorneys, but also R&D and business leaders, who are responsible for developing new technology, protecting it with strong patents and trademarks, and using intellectual property to help them get products to market.

The Patent Search & Analytics business line within CPA Global serves clients with the most comprehensive and precise expert-based IP research in the industry.  Our research delivers the intelligence our customers need to create and manage their IP.  Our services empower our customers to make accurate and high-stakes legal or business decisions regarding patentability, patent validity, product clearance, R&D strategy, competitive intelligence, or patent portfolio management.  Our services also include the most in-depth continued education for IP professionals.

IP research is an expert-based service.  Our research is performed by nearly 200 in-house technical experts working in 14 languages who sit in one of 11 of our offices around the world.  A large portion of these researchers are based in the United States.  IP research is typically event-driven and customers buy these services under a variety of business models – from a purely transactional one-off basis, to dedicated full-time-equivalent teams of experts on multi-year contracts. The research projects customers buy range from simpler patentability searches to assess the novelty of an invention, to patent invalidity searches for patent ligation, to searches that support product roll-out, to large studies that drive R&D strategy or patent portfolio management decisions.

CPA Global’s Patent Search & Analytics team has unmatched capabilities – the ability to deploy a precise technical and language match on any project, a high-touch customer experience, rapid turnaround time, expansive resources, and the ability to get to hard-to-find literature on the ground in any major market in the world.  Put simply, CPA Global delivers greater precision and peace of mind to customers than any other patent research provider.

This outside B2B salesperson is responsible for the sales of the company’s patent research service offerings to a segment of large corporate and law firm customers and prospects based in the East region of the U.S.  The position is a remote outside sales position ideally based in a major US east coast market -- preferably DC for access to our Alexandria VA office but other major east coast metro areas are acceptable.  The position is responsible for the performance of an assigned-account based territory and is primarily in a hunting role.  The position manages both longer term, strategic sales efforts as well as a steady cadence of high volume face to face meetings.  The longer term sales cycles are to break into or expand footprint in large accounts, and the high volume of activity is to maximize exposure to individual buyers.  The position is primarily measured against sales quota, and also holds responsibility for activity KPIs in the territory.

Job Description:


  • Manage a base of large existing and prospective strategic corporate and law firm accounts within the US focusing on the sale of new business.

  • Sell patent research services to new contacts in existing accounts, cross-sell/upsell to existing contacts in existing accounts, and break into new prospective accounts.

  • Build strong customer relationships and develop an in-depth understanding of customer requirements.

  • Manage your territory by creating a rigorous territory plan and account plans, and strategically prioritize efforts around the greatest sales opportunities in your assigned region.

  • Work closely with operations team members to address client expectations that you gather in sales meetings.

  • Lead and mobilize colleagues to help you execute on long term account strategies.

  • Focus prospecting efforts on selling patent research services to the best customer personas in law firms and IP and R&D departments in corporates.

  • Represent the company at occasional trade conferences.

  • Keep informed of new products, product enhancements, and sales enablement resources.

  • Achieve monthly sales targets and key performance indicators through a high volume of sales activity.

  • Utilize all forms of contact to generate sales with priority on face to face appointments.

Job Requirements:


  • 5 or more years as a highly successful field salesperson who consistently meets or exceeds quota.

  • 2-3 years selling IP services to corporations and/or law firms.

  • Patent research sales experience strongly preferred.

  • Experience selling an intellectual work product to demanding personas where strong listening skills and attention to the details of your sales message are critical.

  • Experience in a high-activity-volume sales environment.

  • Bachelor's degree or equivalent experience.

  • Strong presentation, oral and written communication, and time management skills.

  • Ability to travel 50% for customer appointments.

  • Experience managing a large territory selling to a wide variety of personas.

  • Demonstrated capability in overcoming customer objections.

  • Experience working in CRM tools such as Salesforce as well as sales engagement tools.

  • Self-driven, motivated and results oriented.

  • Ability to build collaborative relationships with clients and coworkers across functional teams.

  • Ability to work autonomously and manage the sales process from start to finish.

DISCLAIMER:

CPA Global is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability, or protected veteran status, or any other legally protected basis, in accordance with applicable law.

"The long term success of our business relies on our people feeling a part of what we're doing. Together, let's take the right steps to building a strong corporate culture." Simon Webster CEO.

If you have any queries please reach out to our recruitment team at this address: recruitment@cpaglobal.com