Strategic Account Manager (Intellectual Property)

Clarivate•Tempe, AZ

1d•$130,000 - $175,000•Remote

About The Position

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.

Requirements

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

Nice To Haves

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

Responsibilities

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.
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
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
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
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