Strategic Account Manager (Intellectual Property)

About this role

We are hiring a Strategic Account Manager (SAM) to join our Intellectual Property team at Clarivate! In this role, you will be responsible for the growth, retention, and strategic development of a portfolio of key customer accounts. Acting as the primary commercial relationship owner, the SAM develops and executes multi-year account strategies that align customer business objectives with Clarivate's Patent, Trademark, IP Management Software, Data & Analytics, and IP Services solutions.
This role serves as a trusted advisor to executive stakeholders across Intellectual Property, Legal, Innovation, R&D, Brand Protection, and Business Leadership functions. The Strategic Account Manager drives customer success through consultative engagement, value-based selling, proactive account management, and cross-functional collaboration, ensuring customers maximize the value of their investment while achieving their innovation and business objectives.
The ideal candidate has a proven track record of growing strategic enterprise relationships, navigating complex sales environments, and identifying opportunities that drive long-term mutual success.

About You – experience, education, skills, and accomplishments

• Bachelor's degree or equivalent professional experience

• 10+ years of experience in enterprise sales, strategic account management, business development, customer success, or related commercial roles

• 7+ years of experience managing complex B2B sales cycles and customer relationships

• Experience supporting Intellectual Property, Patent, Trademark, Innovation, Legal, R&D, Brand Protection, Technology, or Information Services organization

It would be great if you also had...

• Knowledge of intellectual property lifecycle management, patent intelligence, trademark protection, IP management software, patent renewals, or related disciplines

• Experience selling SaaS, software, subscription, analytics, data, workflow, information, or professional services solutions

• Demonstrated success achieving revenue growth, retention, and expansion objectives

• Experience managing sophisticated enterprise or strategic customer portfolios

• Experience utilizing Salesforce or similar CRM platforms, including pipeline forecasting and account planning

• Ability to work cross-functionally and effectively coordinate internal resources to meet customer needs

What will you be doing in this role?​​​
Strategic Account Planning & Growth:

• Own and grow revenue across an assigned portfolio of strategic accounts

• Develop and execute comprehensive multi-year account plans that align with customer business priorities and growth objectives.

• Identify and pursue cross-sell, upsell, whitespace, and expansion opportunities across Clarivate's Patent, Trademark, IP Management, Analytics, and Services portfolios

• Build and maintain a healthy pipeline of qualified opportunities to support short-term and long-term growth objectives

• Leverage account intelligence and market insights to prioritize growth initiatives and maximize account penetration

• Coordinate executive sponsorship programs and strategic account governance activities.

Customer Relationship Management

• Establish and maintain trusted advisor relationships with executive sponsors, key decision-makers, and influencers

• Develop stakeholder engagement plans that expand relationships across business, legal, innovation, technology, procurement, and operational functions

• Conduct Executive Business Reviews (EBRs) and strategic account reviews focused on customer outcomes, value realization, business priorities, and growth opportunities

• Gain a deep understanding of customer strategies, innovation initiatives, challenges, and organizational goals

• Position Clarivate solutions as strategic enablers that support customer objectives and deliver measurable business value

Renewal, Retention & Customer Success

• Lead renewal strategy and execution across assigned accounts to achieve or exceed retention targets

• Partner with Customer Success, Professional Services, Product Specialists, and Support teams to drive solution adoption and customer value realization

• Identify account risks proactively and develop mitigation strategies to protect revenue and strengthen customer relationships

• Monitor customer health, engagement, and business outcomes to support long-term retention and growth.

• Cultivate customer advocacy and reference relationships

Commercial Leadership

• Manage complex, enterprise-level sales cycles involving multiple stakeholders and business units

• Lead proposal development, business case creation, contract negotiations, and commercial discussions

• Develop and present value-based ROI and business outcome narratives to executive stakeholders

• Negotiate pricing, contract terms, and commercial agreements within established guidelines

• Maintain high levels of forecast accuracy, pipeline management, and CRM discipline

• Collaborate with Legal, Finance, Product Management, Marketing, Services, and Customer Success teams to achieve customer and business objectives

Industry Expertise & Market Intelligence

• Stay current on trends impacting Intellectual Property, innovation management, R&D, patent strategy, trademark protection, AI-enabled workflows, and legal technology

• Share competitive intelligence, customer insights, and market feedback with internal stakeholders

• Act as the voice of the customer by identifying emerging customer needs and market opportunities

• Contribute to account management best practices and sales excellence initiatives across the organization

Hours of Work

• Full Time, Permanent position

• This a remote position located in the United States supporting the Midwest and West Coast areas. Preference will be for candidates in the territory.

• Must be able to travel up to 25%

Compensation - US Only
The expected base salary for this position is $130,000- $175,000 USD per year. This role is…