Key Account Manager, Questel

• Minimum of 2 years of experience in key account management, preferably within the legal or IP industry. Experience working with law firms is highly desirable
• Bachelor’s degree in Business, Law, or a related field. A background in IP or legal services is a plus
• Language skills: native English speaker
• Demonstrated experience in both SaaS and Services
• Ability to interact with law firm customers, understand their needs, create solutions, and grow revenue
• Proven top performer (track record of selling and closing transactions over 100K service)
• History of continuously innovating on and improving sales processes and techniques
• Team experience (entrepreneurship, etc.)
• Passion for customer relationship and leading edge technologies
• Mastering of closing deals with C-level
• Training in “solution” or “customer-centric” selling
• Excellent presentation, negotiation and communication skills
• Completely at ease to report, forecast and plan its activity using a CRM (Salesforce)

• As part of our EMEA Sales Team and leveraging our expertise, you will be responsible to lead efforts to identify, expand and/or develop new revenue while maintaining relationships with Questel's key clients
• Collaboratively, this role works to understand clients’ business objectives, spearhead planning and execution internally to ensure Questel’s services are delivered on time and with the utmost quality
• The Key Account Manager is responsible to develop and execute plans and tactics to maximize Questel’s market share and revenue growth with these key clients. (Mainly Law firms)
• Developing and maintaining an effective business, sales, and marketing plan for assigned territory (UK)
• Managing and growing your portfolio of existing accounts, up and cross selling
• Prospecting and developing a new portfolio of clients (support of an Inside sales and marketing department)
• Addressing targeted prospects through convincing of the benefit of our solutions, show its strategic use and demonstrate its value (ROI)
• Monitoring the competitive landscape at your customers and in the market you develop
• Managing a complex sales process (depending on complexity, your sales cycle can be up to 8 months)
• Educating clients on all existing and new offerings
• Leveraging of presales and customer success resources
• Retaining customers by your interpersonal skills, establish yourself as a true partner within your large customer’s organization
• Attending events (conferences, exhibitions…), and representing the company at trade shows
• Providing regular reporting focusing on results and actions, proposing an ambitious business development plan to their manager

• Permanent contract
• Profit-sharing bonus
• CSE benefits
• Restaurant card
• Health insurance
• Part-time remote

Total funding: $460.3m

Securing patents and protecting intellectual property (IP) can be an expensive and time-consuming process. Questel solves this problem by streamlining the innovation lifecycle.