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IBM IP Licensing Business Development Executive in Boston, Massachusetts

Introduction

At IBM, work is more than a job - it's a calling: To build. To design. To code. To consult. To think along with clients and sell. To make markets. To invent. To collaborate. Not just to do something better, but to attempt things you've never thought possible. Are you ready to lead in this new era of technology and solve some of the world's most challenging problems? If so, lets talk.

Your Role and Responsibilities

This Business Development Executive role is in the Patents & Licensing Business group, focusing on the sale and licensing of the IBM patent portfolio. In this role, you will identify new business opportunities and develop client relationships. You will work with the Patent Engineering (PE), Finance and IP Legal teams to develop appropriate marketing materials, collateral and negotiate deals with customers in various areas of business, with a particular focus on the EMEA market. This role is not only about sales and licensing of IBM’s patents, it is also about creating new relationships with potential clients and building relationships with existing clients to identify new and/or broader partnership opportunities.

We are searching for a professional that has a solid track record of creating long-term value for organizations, including:

  • Understanding patent monetization business and attracting new clients.

  • Collaboration with PE team members to identify and manage new opportunities.

  • Maintenance of fruitful relationships with clients, effectively addressing their needs.

  • Research and identify new market opportunities.

  • Prepare and deliver high impact pitches to potential clients.

  • Foster a collaborative environment within the organization.

  • Generate lead opportunities by attending trade shows and market programs

Business development combines sales and skills in managing relationships in order to create growth and new business for a company. It is linked with creating opportunities for patent licensing and sales. The business development team works with PE department to identify a new market for the company’s patent portfolio. While the PE department concentrates on developing suitable IP insights from the IBM portfolio, BDEs are responsible for identifying and working with business partners in that market.

A key part of the BDE’s role is based on research. Using media and various market sector reports to identify market trends and new opportunities. Before meeting a prospective new client, BDEs shall research the organization and identify counterparts that will be decision makers. It is also their responsibility to identify events at which the company should have a presence to further

business.

New Leads - The BDEs create new leads for the company either by working with existing client teams or by meeting new potential clients at industry events and calling on new clients over the telephone or via face to face appointments. Establishing contact, follow-up calls and engagement through deal closure is completely the responsibility of the BDE.

Presentations - A significant part of the Business Development Executive’s role is preparing and making high impact presentations. These may be general presentations about the company or more specific presentations focusing on particular ideas to establish how IBM patents can strengthen a specific company’s competitive advantage.

Maintaining Relationships - The key characteristic of business development is creation of long-term relationships that deliver long-term benefits to the business. This means that, as well as creating new opportunities and relationships, the Business Development Executive must nurture the contacts they have already made. This can be done by organizing regular update meetings and telephone calls or through other innovative means.

The candidate should be a team player, have good communication and negotiation skills, and be willing to dig into the details (company literature, industry trends, etc.). Having a technical background or a J.D and a basic understanding of patents are desirable. Travel to customer sites, including international travel to clients in the EMEA region, and to industry events is required.

Preferred candidates to live in NYC, NJ, or Raleigh, NC.

Required Technical and Professional Expertise

  • 8+ plus years business development and / or client-facing engagement experience.

  • Experience in technology or related industries preferred.

  • Prior experience with patents and/or litigation.

  • Direct client-facing engagement experience with c-suite audiences and executive level communication skills.

  • Deal negotiation and complex contract negotiation experience.

  • Project management experience, ability to multi-task and flexibility with varying priorities based on the needs of the business.

Preferred Technical and Professional Expertise

  • Bachelor degree with preference for computer science, engineering or scientific fields; a master’s degree or doctorate preferred

About Business Unit

IBM Corporate Headquarters (CHQ) team represents a variety of functions such as marketing, finance, legal, operations, HR, and more, all working together to solve some of the world's most complex problems, help our clients achieve success and build collaborative work environments for IBMers.

Your Life @ IBM

What matters to you when you’re looking for your next career challenge?

Maybe you want to get involved in work that really changes the world? What about somewhere with incredible and diverse career and development opportunities – where you can truly discover your passion? Are you looking for a culture of openness, collaboration and trust – where everyone has a voice? What about all of these? If so, then IBM could be your next career challenge. Join us, not to do something better, but to attempt things you never thought possible.

Impact. Inclusion. Infinite Experiences. Do your best work ever.

About IBM

IBM’s greatest invention is the IBMer. We believe that progress is made through progressive thinking, progressive leadership, progressive policy and progressive action. IBMers believe that the application of intelligence, reason and science can improve business, society and the human condition. Restlessly reinventing since 1911, we are the largest technology and consulting employer in the world, with more than 380,000 IBMers serving clients in 170 countries.

Location Statement

For additional information about location requirements, please discuss with the recruiter following submission of your application.

Being You @ IBM

IBM is committed to creating a diverse environment and is proud to be an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, or veteran status. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.

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