Key Account Manager, Questel
Law Firms
+ Uncapped commission plan
More information about location
Intellectual property solutions
Open for applications
Intellectual property solutions
1001+ employees
Open for applications
+ Uncapped commission plan
More information about location
1001+ employees
Company mission
To help our clients to succeed in the modern knowledge-based economy.
Role
Who you are
- 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)
What the job involves
- 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
Our take
Securing patents and protecting intellectual property (IP) can be an expensive and time-consuming process. Questel solves this problem by streamlining the innovation lifecycle.
The company offers an end-to-end platfrom that allows businesses to search, analyze and manage inventions and IP assets. Questel's solutions save businesses between 30-60% on their prosecution budget too, highlighting why companies are attracted to their platform.
Having spun off from France Télécom (now Orange) in 2001, Questel has proven that it has significant staying power. In recent years, it has acquired a number of companies to expand its product, which forms a vital part of Questel's strategy for continued success in the IP market.
Steph
Company Specialist at Welcome to the Jungle
Insights
7% employee growth in 12 months
Company
Funding (2 rounds)
Nov 2020
$417.5m
GROWTH EQUITY VC
Jun 2015
$18.8m
GROWTH EQUITY VC
Total funding: $436.3m
Company benefits
- Permanent contract
- Profit-sharing bonus
- CSE benefits
- Restaurant card
- Health insurance
- Part-time remote
Company HQ
Gaillon, Paris, France
Articles
Leadership
Charles Besson
(CEO)Previously served as a Financial Director and then CEO of Lectra in Brazil and Colombia. Was CEO and Founder of Sericom.
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