Key Account Manager-Patent

Company Overview公司介绍

Questel's mission is to facilitate the development of innovation in an efficient, safe and sustainable way.

Questel provides an integrated platform of software and services to meet all needs in terms of intellectual property and innovation management.

With more than 20,000 customers in 30 countries, Questel has become a world leader whose IT expertise is recognised throughout the world and is reflected in all its offerings.

At Questel, our employees, based in Europe, North America, China, Japan, India and many other countries, are the company's main shareholders. On a day-to-day basis, this is reflected in the strong involvement of our teams, collaborative processes and short decision paths.

Our company, supported by first-class investment funds and based on strong values of entrepreneurship, respect and honesty, pursues both a strategy of strong growth and a commitment to social and environmental responsibility.

Questel的使命是让创新以高效、安全和可持续的方式得到发展。  

Questel提供一个集成式的软件和服务平台，以满足全球用户知识产权和创新管理方面的所有需求。  

Questel作为行业领先的国际化企业，在30个国家拥有超过2万名客户，其科技研发能力在世界各地得到认可，并应用在其所有的产品线中。  

Questel拥有分布在欧洲、北美、中国、日本、印度和许多其他国家的优秀同事们，他们中的大多数也是公司的主要股东。这有效地帮助我们的团队在日常工作中积极参与公司协作和短期决策。  

Questel也依靠世界一流的投资基金，以创业、尊重和诚实为公司价值观，追求强劲增长对社会和环境责任的承诺为主要公司战略。 

Your next adventure awaits here…您的下一个旅程将从此开始…

Reporting directly to Patent Sales Director, leveraging our expertise, you are in charge of developing and retaining your customer portfolio. Your action will focus on:

直接向专利业务总监汇报，利用我们的专业知识，负责开发和保留大中华区的客户市场。你的职责将集中于:  

Ø  Developing and maintaining an effective business, sales, and marketing plan for assigned territory

Ø  为指定区域制定和维护有效的业务、销售和市场计划  

Ø  Demonstrating a good understanding of the territory and its specificities

Ø  熟悉所负责的区域及其特点

Ø  Managing and growing your portfolio of existing accounts, up and cross selling

Ø  通过追加销售和交叉销售，管理并实现现有客户组合的增长

Ø  Prospecting and developing a new portfolio of clients (support of an Inside sales and marketing department)

Ø  寻找和发展新的客户组合(在内部销售和市场部门的支持下)  

Ø  Addressing targeted prospects through convincing of the benefit of our solutions, show its strategic use and demonstrate its value (ROI)

Ø  向目标客户展示我们解决方案的优势、战略用途及价值(ROI)  

Ø  Monitoring the competitive landscape at your customers and in the market you develop

Ø  监测客户和市场的竞争状况

Ø  Managing a complex sales process (depending on complexity, your sales cycle can be up to 8 months)

Ø  管理复杂的销售流程(根据复杂程度，销售周期最长可达8个月)  

Ø  Leveraging of presales and customer success resources

Ø  利用预售和客户成功资源  

Ø  Retaining customers by your interpersonal skills, establish yourself as a true partner within your large customer’s organization

Ø  通过你的人际交往技巧来留住客户，并成为你的大客户的组织中真正的合作伙伴  

Ø  Attending events (conferences, exhibitions…), and representing the company at trade shows

Ø  参加活动(会议，展览…)，并代表公司参加贸易展览  

The perfect match…最佳人选

You possess the following skills and qualifications:具备以下技能和资格：  

Ø  B.S. or B.A. degree, preferably in Sales and Marketing or Business Administration, or equivalent. Masters or MBA is a plus

Ø  本科或学士学位，市场营销或工商管理专业优先，或同等学历。 硕士或MBA更佳  

Ø  Knowledge of the Intellectual Property/Patent

Ø  具备知识产权/专利的专业知识  

Ø  Language skills: You are fluent in English and Chinese native speaker

Ø  语言技能:中英文流利

Ø  Minimum 5 years of sales experience and account management

Ø  至少5年的销售经验和客户管理经验  

Ø  Proven top performer

Ø  高绩效实现能力

Ø  History of continuously innovating on and improving sales processes and techniques

Ø  有不断创新和改进销售流程和技巧的工作经验

Ø  Team experience (entrepreneurship, etc.)

Ø  团队管理经验(创业等)  

Ø  Passion for customer relationship and leading edge technologies

Ø  对客户关系和前沿技术的热情

Ø  Have prospecting skills and highly developed solution driven acumen

Ø  具有高级别客户开发技能和解决方案驱动的敏锐性

Ø  Mastering of closing deals with C-level

 Ø  有能力与公司C级人员沟通并签约

Ø  Training in “solution” or “customer-centric” selling

Ø  培训“解决方案”或“以客户为中心”的销售  

Ø  Experience selling to industry, financial services, B2B industries, and public entities

Ø  有向行业内、金融服务、B2B行业和公共机构销售的经验  

Ø  Excellent presentation, negotiation and communication skills

Ø  优秀的表达、谈判和沟通能力  

Ø  Completely at ease to report, forecast and plan its activity using a CRM

Ø  熟练使用CRM报告，预测和计划销售活动   

Join Questel, a growing international group, and live a great human adventure!

加入Questel，一个不断发展的国际集团，体验一次伟大的旅程

 What we offer : 我们提供：

•      Company, products and services are highly recognized in its market worldwide

公司、产品和服务在全球市场得到高度认可  

•      Solid business model, highly profitable
商业模式稳健，高利润

•    Opportunity to grow your career rapidly 

 快速发展职业生涯的机会

•    Chance to work with smart, talented, and multi-cultural team

有机会与聪明、有才华、多元文化的团队一起工作  

•    Evolving responsibilities

 不断发展的责任

•    Inside coaching and mentoring during the ramp up phase

内部培训和指导

Job Location:工作地点 China – position subject to frequent travelling大中国区-该职位需出差