Enterprise Account Manager (m/f/x)

Position: Enterprise Account Manager

Company: LexisNexis Intellectual Property

Location: Bonn / hybrid

Languages required: German and English, any additional language is a plus

About the Team

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. By harnessing the latest advances in machine learning combined with expert analysis, LexisNexis Intellectual Property is disrupting how actionable insight is extracted from patent data. Information can now be accessed with efficiency, accuracy and at a speed that is just not possible by traditional methods. Our overall success is measured by how well we deliver these results. LexisNexis Intellectual Property is undergoing an exciting journey with significant career and development opportunities available. We offer a competitive salary and commission structure, along with a comprehensive benefits package. If you are a motivated and experienced sales professional who is passionate about machine learning and the IP industry, we encourage you to apply for this great opportunity.

About the Role

As an Enterprise Account Manager at LexisNexis Intellectual Property, you will play a pivotal role in driving revenue growth and enhancing customer relationships with our Top Tier accounts. This role will require a consultative selling approach, exceptional business acumen, and a genuine curiosity to understand our clients’ needs and challenges. You will work in close partnership with the Customer Success team and will be responsible for managing and expanding our existing customer base, focusing on customer retention and new business development. This role requires a strong blend of strategic thinking, senior-level relationship building, and sales expertise. We are seeking a highly motivated and skilled B2B sales professional with a minimum of five years of experience in new business development and account management. The ideal candidate will have a proven track record of success in both selling software subscriptions and growing and maintaining a book of business, ideally within the IP sector, to senior professionals.

Key Responsibilities:

• Consultative Selling: Utilize a consultative sales approach to deeply understand clients' needs, challenges, and objectives. Collaborate with clients to co-create solutions that address their specific requirements and drive value across the entire LexisNexis Intellectual Property portfolio.

• Relationship Building: Cultivate and maintain strong relationships with senior-level executives, including Heads of IP and other decision-makers within your assigned accounts. Develop a deep understanding of their business strategies and priorities.

• Strategic Account Planning: Create and execute comprehensive account plans for each assigned account, outlining strategies to achieve revenue growth, retention, and customer satisfaction goals.

• New Business Development: Proactively identify opportunities to expand our product offerings within existing accounts and generate new business from the assigned list of named accounts.

• Customer Retention: Develop and implement strategies to ensure client satisfaction, engagement, and long-term loyalty, reducing churn and fostering growth. Manage contract renewals and negotiations to ensure customer retention and growth.

• Cross-functional Collaboration: Work in close partnership with your assigned Customer Success Managers to drive strategic value to our new and existing customers. Collaborate with Marketing and SDRs to acquire new enterprise-level customers and support in generating new business leads via targeted campaigns and events.

• Market Intelligence: Stay informed about industry trends, competitor offerings, and emerging technologies to effectively position our products in the market. Provide ongoing market feedback to the product marketing and product teams to inform our positioning and product roadmap.

• Sales Pipeline: Maintain accurate and up-to-date records of account activities and customer interactions in CRM systems.

Requirements:

• Minimum of 5 years of sales experience, including new business development and account management

• Proven success selling complex enterprise software