Massachusetts Creative Jobs

Account Executive, LexisNexis Intellectual Property (LNIP)

At (LNIP), we believe that whenever a person works on a patent and understands the future trajectory of a specific technology, that person has the potential to fundamentally change how society operates. We are proud to directly support and serve these innovators in their endeavors to better humankind. We enable innovators to accomplish more by helping them make informed decisions, be more productive, comply with regulations, and ultimately achieve superior results. Our overall success is measured by how well we deliver these results.

We are seeking an Account Executive to join our growing team. Reporting to the Head of US Sales, you will share responsibilities for the sales cycle of new business sales opportunities of our Patent Business intelligence, Search, Analytics, and optimization solutions within the assigned territory. Following internal solution training you will be an expert for our IP Solutions, and as such you are the ‘go to’ person for our clients and prospects to solve their business challenges. As an Account Executive, you will leverage expertise, network and knowledge to convey credibility and to assess customer needs in order to close deals and achieve set sales targets and KPIs.

LNIP is offering an unparalleled opportunity for ambitious, driven individuals that wish to take advantage of:

• A best-in-class, fully mature product being introduced to an open and fertile marketplace

• An entrepreneurial brand of a $50+ Billion, global parent company

• Opportunities for advancement for top performers

RESPONSIBILITIES:

• Prospect, manage the sales cycle and close business in a variety of law firms including AMLaw 200 while partnering with client managers & partners

• Create a pipeline of opportunities and leads; manage the pipeline with the account team; follow up with leads and advance them through the sales-cycle

• Collaborate with other LexisNexis sales team members to secure new business and develop marketing plans and programs

• Manage sales leads and advancements through the CRM

• Identify business issues within client and prospective accounts and recommended a solution

• Achieve monthly/quarterly/annual sales goals

KPIs (Measures of Success):

• Embrace and support new sales initiatives

• Manage multiple complex sales processes simultaneously

• Articulate the LNIP value proposition with an in-depth understanding of IP solutions to patent & business professionals

• Identify and quantify customer objectives, problems, and needs, highlight ROI and create consensus with customers

KEY COMPETENCES / BEHAVIOURS:

• Proactive mindset and the ability to develop opportunities in the territory

• Accountable to manage the complete sales cycle, from beginning to end

• Proven track record in identifying new business opportunities

• Ability to manage in a complex matrixed organization

• Collaborative attitude, team player, with self-initiative

• Excellent communication skills (written, verbal and negotiation)

• Effective at networking both internally and externally

EDUCATION / KNOWLEDGE / EXPERIENCE:

• Bachelor's degree

• 2+ years relevant B2B sales experience (inside or field)

• Experience selling to legal firms and / or corporations, a plus

• Proven track record of exceeding targets in new business, in a competitive and complex sales environment

• Excellent communication skills (written, verbal, presentation and negotiation)

• Experienced to understand and translate customer needs into comprehensive and competitive solutions

• Virtual sales experience ideal

WHAT WE OFFER:

• Competitive base salary

• Generous Commission plan based on performance

• Medical, dental, and 401K benefits

• Excellent hands-on training program and a team of support

  LexisNexis, a division of RELX Group, is an equal opportunity employer: qualified applicants are considered for and treated during employment without regard to race, color, creed, religion, sex, national origin, citizenship status, disability status, protected veteran status, age, marital status, sexual orientation, gender identity, genetic information, or any other characteristic protected by law. If a qualified individual with a disability or disabled veteran needs a reasonable accommodation to use or access our online system, that individual should please contact accommodations@relx.com or if you are based in the US you may also contact us on 1.855.833.5120.

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RELX is a global provider of information and analytics for professional and business customers across industries.

We help scientists make new discoveries, lawyers win cases, doctors save lives and insurance companies offer customers lower prices. We save taxpayers and consumers money by preventing fraud and help executives forge commercial relationships with their clients.

In short, we enable our customers to make better decisions, get better results and be more productive.