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Account Manager - Job Opportunity at Clarivate

Hong Kong, HK
Full-time
Mid-level
Posted: June 6, 2025
On-site
USD 65,000 - 85,000 per year plus commission structure potentially reaching USD 120,000+ total compensation, reflecting Hong Kong's competitive market for experienced B2B SaaS sales professionals with specialized IP industry knowledge

Benefits

Equal employment opportunities ensuring fair treatment across hiring, compensation, promotion, and training processes
Flexible working arrangements with core business hours and adaptability to global time zones for international collaboration
Professional development through exposure to intellectual property products and SaaS solutions in a specialized market

Key Responsibilities

Develop comprehensive territory and account plans that drive strategic value-based selling approaches, directly impacting regional revenue performance and market penetration
Generate substantial revenue growth through achieving ambitious sales targets via new business acquisition, strategic upselling, and cross-selling initiatives across assigned high-value accounts
Protect and maximize existing revenue streams by achieving retention targets and ensuring contract renewals are secured before expiration dates, safeguarding business continuity
Conduct strategic territory analysis to identify untapped market opportunities and proactively create demand for IP solutions in collaboration with specialized sales teams
Execute sophisticated solution selling using WITY methodology, leveraging intellectual curiosity to understand client strategic priorities and address complex business challenges
Build and maintain strategic relationships with key decision-makers and buying centers, creating comprehensive relationship maps that facilitate long-term business partnerships
Deliver high-quality, customized proposals and value propositions that address specific client requirements through consultative selling approaches and outside-in thinking

Requirements

Education

B.A./B.S. degree or equivalent qualification or an equivalent combination of education and experience, science and engineering background is preferred

Experience

5 years of relevant experience in clients facing sales

Required Skills

Can explore customer business needs pay attention to and actively improve customer experience actively cultivate and develop new customers Good team spirit serious and responsible strong sense of responsibility Related industry or SAAS software service sales experience is preferred SaaS product sales experience is preferred Patent agent or industry background is preferred
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Sauge AI Market Intelligence

Industry Trends

The intellectual property and patent analytics market is experiencing significant growth driven by increasing innovation activities across technology sectors, with companies requiring sophisticated IP management solutions to protect and monetize their intellectual assets. This trend is particularly strong in Asia-Pacific markets where R&D investments are accelerating. SaaS-based IP solutions are becoming the preferred delivery model for enterprises seeking scalable, cost-effective access to patent databases and analytics tools, replacing traditional on-premise systems with cloud-based platforms that offer real-time data access and collaborative features. The convergence of artificial intelligence and IP analytics is creating new opportunities for sales professionals who can articulate the value of advanced patent search, landscape analysis, and competitive intelligence capabilities to technical and legal decision-makers.

Role Significance

Part of a focused 5-person regional sales team with close collaboration across pre-sales, post-sales, data science, and product teams, indicating a matrix organization structure typical of specialized technology companies
Mid-level individual contributor role with significant autonomy in account management and territory development, requiring independent decision-making capabilities and strategic thinking to manage complex B2B sales cycles in a specialized technical domain

Key Projects

Implementation of comprehensive IP analytics platforms for multinational corporations entering Asian markets Development of custom patent landscape analyses for R&D-intensive industries including pharmaceuticals, technology, and manufacturing Integration of API-based patent data solutions into clients' existing innovation management workflows and legal research processes

Success Factors

Deep understanding of intellectual property ecosystems and patent processes, enabling credible consultative conversations with patent attorneys, IP managers, and R&D executives who make purchasing decisions for specialized analytics tools Proficiency in value-based selling methodologies specifically applied to technical B2B solutions, with ability to quantify ROI of IP analytics investments in terms of risk mitigation, competitive advantage, and innovation efficiency Cultural competency and relationship-building skills essential for Hong Kong's business environment, where long-term partnerships and trust-based selling approaches drive success in high-value B2B transactions Technical aptitude to understand and articulate complex data products, API integrations, and analytics capabilities to both technical and business stakeholders within client organizations

Market Demand

High demand driven by Hong Kong's position as a major IP hub in Asia-Pacific, with growing numbers of multinational corporations and innovation-focused companies requiring sophisticated patent analytics and IP management solutions

Important Skills

Critical Skills

SaaS sales experience is absolutely essential as it demonstrates understanding of subscription-based business models, customer success principles, and the consultative selling approach required for complex software solutions that integrate into client workflows Client-facing sales capabilities with proven track record are fundamental since this role requires building trust with sophisticated buyers including patent attorneys, IP managers, and R&D executives who expect high levels of expertise and professionalism Business needs analysis and customer experience optimization skills are crucial for success in the IP analytics market where solutions must be tailored to specific client research workflows and business objectives

Beneficial Skills

Science and engineering background provides significant advantage when communicating with technical clients and understanding the patent landscape across different industries and technology domains Patent agent qualifications or IP industry experience offer substantial credibility when selling to legal and IP professionals who value vendors with deep understanding of patent processes and legal requirements International company experience is valuable given Clarivate's global client base and the need to understand different IP systems and business practices across jurisdictions

Unique Aspects

Opportunity to work at the intersection of intellectual property, data analytics, and technology innovation in one of the world's most dynamic IP markets
Exposure to cutting-edge patent analytics tools and methodologies that are shaping how organizations make strategic R&D and competitive intelligence decisions
Position within a specialized team handling both API-based technical products and traditional data services, providing comprehensive experience across different product delivery models
Access to global IP databases and analytics capabilities that few companies can match, creating strong competitive advantages in client conversations

Career Growth

2-4 years to senior account management roles given the specialized nature of IP sales and the relationship-building time required in this market segment

Potential Next Roles

Senior Account Manager or Key Account Manager positions managing larger enterprise clients and higher-value contracts within Clarivate or competing IP analytics companies Regional Sales Manager roles overseeing broader geographic territories or industry verticals within the Asia-Pacific IP market Business Development Manager positions focused on strategic partnerships with law firms, consulting companies, or technology vendors in the IP ecosystem

Company Overview

Clarivate

Clarivate is a global leader in providing trusted information and insights to accelerate the pace of innovation, operating as a publicly-traded analytics company serving academic institutions, life sciences companies, and innovation-focused organizations worldwide with specialized databases and analytics tools

Dominant position in intellectual property analytics and citation databases, competing with companies like LexisNexis, Thomson Reuters, and specialized IP analytics providers, with strong brand recognition among patent professionals and researchers
Hong Kong office serves as a strategic hub for Asia-Pacific expansion, capitalizing on the region's growing importance in global innovation and IP creation, particularly in technology and life sciences sectors
Professional services environment with emphasis on client relationships and consultative selling, typical of analytics and information services companies where employee expertise and industry knowledge are key differentiators
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