Strategic Account Manager (Intellectual Property)
Clarivate · R243 Tempe · $130,000–$175,000 (stated in the posting)
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 eligible for sales incentive earnings. Individual pay is based upon experience, education, skill and ability, expertise, and relevant factors.
In addition to a competitive remuneration package, you will be eligible to participate in a benefits package that includes medical, dental, prescription drug, life insurance, 401k with match, long term disability coverage, vacation, sick time, volunteer time, discount programs, and many more.
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At Clarivate, we are committed to providing equal employment opportunities for all qualified persons with respect to hiring, compensation, promotion, training, and other terms, conditions, and privileges of employment. We comply with applicable laws and regulations governing non-discrimination in all locations.
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