Senior KAM高级大客户经理

该职位来源于猎聘 岗位职责: Reporting directly to Patent Sales Director, leveraging our expertise, you are in charge of developing and retaining your customer portfolio. Your action will focus on: 直接向专利业务总监汇报,利用我们的专业知识,负责开发和保留大中华区的客户市场。你的职责将集中于:

 Developing and maintaining an effective business, sales, and marketing plan for assigned territory  为指定区域制定和维护有效的业务、销售和市场计划

 Demonstrating a good understanding of the territory and its specificities  熟悉所负责的区域及其特点  Managing and growing your portfolio of existing accounts, up and cross selling  通过追加销售和交叉销售,管理并实现现有客户组合的增长  Prospecting and developing a new portfolio of clients (support of an Inside sales and marketing department)  寻找和发展新的客户组合(在内部销售和市场部门的支持下)

 Addressing targeted prospects through convincing of the benefit of our solutions, show its strategic use and demonstrate its value (ROI)  向目标客户展示我们解决方案的优势、战略用途及价值(ROI)

 Monitoring the competitive landscape at your customers and in the market you develop  监测客户和市场的竞争状况  Managing a complex sales process (depending on complexity, your sales cycle can be up to 8 months)  管理复杂的销售流程(根据复杂程度,销售周期最长可达8个月)

 Leveraging of presales and customer success resources

 利用预售和客户成功资源

 Retaining customers by your interpersonal skills, establish yourself as a true partner within your large customer's organization  通过你的人际交往技巧来留住客户,并成为你的大客户的组织中真正的合作伙伴

 Attending events (conferences, exhibitions…), and representing the company at trade shows  参加活动(会议,展览…),并代表公司参加贸易展览

任职资格:  B.S. or B.A. degree, preferably in Sales and Marketing or Business Administration, or equivalent. Master's or MBA is a plus  本科或学士学位,最好是市场营销或工商管理,或同等学历。 硕士或MBA更佳

 Knowledge of the Intellectual Property/Patent, understanding patent application and litigation processes  具备知识产权/专利的专业知识,了解专利申请及诉讼流程  Language skills: You are fluent in English and Chinese native speaker  语言技能:中英文流利  Minimum 5 years of sales experience and account management  至少5年的销售经验和客户管理经验

 Proven top performer

 高绩效实现能力  History of continuously innovating on and improving sales processes and techniques  有不断创新和改进销售流程和技巧的工作经验  Team experience (entrepreneurship, etc.)  团队管理经验(创业等)

 Passion for customer relationship and leading edge technologies  对客户关系和前沿技术的热情  Have prospecting skills and highly developed solution driven acumen  具有高级别客户开发技能和解决方案驱动的敏锐性  Mastering of closing deals with C-level

 有能力与公司C级人员沟通并签约  Training in "solution" or "customer-centric" selling  培训"解决方案"或"以客户为中心"的销售

 Experience selling to industry, financial services, B2B industries, and public entities  有向行业内、金融服务、B2B行业和公共机构销售的经验 

Experience in serving large technology companies and participating in public RFP

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具备服务大型科技类公司并参与公开招标的经验  Excellent presentation, negotiation and communication skills  优秀的表达、谈判和沟通能力

 Completely at ease to report, forecast and plan its activity using a CRM  熟练使用CRM报告,预测和计划销售活动