Key Account Manager, Executive IP

NOTE:  We are seeking candidates based in Virginia and preference will be given to local candidates.

Position Overview:

Executive IP specializes in producing both generic and custom training videos on Intellectual Property (IP) topics such as patents, trademarks, trade secrets, copyrights, and confidential information.  As part of the Executive IP Sales Team, the Key Account Manager plays a pivotal role in driving new client acquisition for the company’s IP training programs.  This position involves delivering engaging demos, guiding prospects through pilot program implementations, negotiating contract terms, and addressing objections to close deals successfully.  The Key Account Manager will develop a deep understanding of the business objectives of IP professionals within multinational corporations and tailor our e-learning solutions to meet their specific needs. 

Principal Duties & Responsibilities:

• Primarily responsible for developing new accounts
• Create new opportunities through prospecting activities, including cold calls, emails, and scheduling virtual sales calls
• Conduct 5-10 virtual sales calls daily with prospects, presenting product/service demos, qualifying leads, and advancing sales discussions
• Make 20 daily calls and emails to schedule appointments, follow up, and progress leads through the sales funnel
• Present Executive IP’s products and services during demos, while building strong prospect relationships by working directly with decision-makers and key influencers
• Guide prospects through the sales cycle by addressing objections, facilitating pilot programs, and providing prompt, professional responses to questions
• Follow up and advance revenue growth through a consultative sales process to identify and effectively communicate with decision-makers and budget holders
• Build sustainable relationships with key clients through open and interactive communication.
• Provide an exceptional prospect experience through continuous contact and follow-through
• Travel domestically and internationally to meet with prospects, attend tradeshows/conferences, and close deals when necessary
• Meticulously track sales activity in productivity tools, regularly reporting on pipeline activity and progress toward goals
• Close $350,000 in new business annually, with an average contract value of $15,000
• Collaborate in a highly team-oriented environment while maintaining the motivation to work independently
• Work on special projects and other duties as assigned by management

Qualifications & Skills:

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily.  The requirements listed below are representative of the knowledge, skill and/or ability required.  Reasonable accommodations may be made to enable individuals with disabilities to perform the essential function.

Education and Experience: Bachelor’s degree or equivalent work experience required, with a minimum of 3 years’ experience selling software or professional services in a B2B environment.  In addition, any combination of education, professional experience, and training provides the following knowledge, skills, and abilities:

• Exceptional analytical, organizational, written, and verbal communication skills
• Demonstrated ability to communicate, present, and influence credibly and effectively at all levels of an organization, including executive and C-level
• Excellent listening, negotiation, and presentation skills
• Account and team management experience and skills
• Timeliness and a strong sense of personal accountability
• Ability to interact with corporate clients and understand their needs, create solutions, and grow revenue
• Motivation and willingness to take initiative, engaging with clients to complete assignments
• Proficiency in Microsoft Office and sales productivity tools, e.g. Outreach.io and SalesLoft
• A proactive, positive attitude and a commitment to fostering a culture of responsiveness
• Fluent in English 

Supervision Received:

Supervision is provided by the Regional Sales Manager

Supervision Exercised:

None

Physical/Sensory/Mental Demands:

The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job.  Reasonable accommodations may be made to individuals with disabilities to perform the essential functions.

• Frequent travel required, including overnight stays
• Consistently standing and/or sitting with the ability to meet with prospects, clients, and team members
• Consistently operating a computer and other office productivity tools
• Remembering names and details
• Maintain confidentiality of all information that is or will be confidential and proprietary to Executive IP or Executive IP’s clients

Additional Requirements:

Verification of identity and criminal records check

Disclaimer

Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee for this job.  Duties, responsibilities, and activities may change at any time with or without notice.

Questel

Driven by values of entrepreneurship, respect, and integrity, Questel is committed to growth and social responsibility. We foster an inclusive, equitable workplace where all feel respected and empowered, regardless of background. Questel is an Equal Opportunity Employer, considering all qualified applicants without discrimination based on race, color, religion, sex, sexual orientation, gender identity, national origin, veteran status, disability, or other protected factors.

Salary : $350,000