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RELX

Global information analytics and decision tools

Account Manager - Intellectual Property

Account ManagementConfirmed live in the last 24 hours
Full-timeTokyo, JapanNo salary listed

About the Job

Requirements

  • A bachelor's degree or higher is required.
  • Native-level Japanese is required, and business-level English is required for communication with overseas teams; the final interview is conducted in English.
  • At least five years of corporate sales experience is required, including new-business development, consultative sales, new-project sales, and support for existing customers.
  • Experience conducting business with C-level executives and intellectual property department heads is required.
  • The candidate must be able to travel domestically throughout Japan.
  • The role requires the ability to understand customers' business challenges and propose solutions through consultative value selling rather than product-only selling.
  • Experience managing sales pipelines, opportunities, and forecasts is required.
  • Experience creating and executing account plans and annual sales plans is required.
  • Experience building long-term customer relationships and expanding business over time is required.
  • The candidate should be able to translate products and solutions into tangible customer value, interpret business issues, present complex topics clearly, resolve straightforward issues using technical expertise and established precedents, and direct client engagement with moderate negotiation.
  • The role requires intellectual curiosity and technical aptitude.

Responsibilities

  • Sell the company's subscription services to assigned accounts and achieve annual contract-value and point-of-sale revenue targets by acquiring new customers and expanding existing accounts through additional options, user IDs, and products.
  • Communicate how the company's solutions address customer challenges and deliver value, positioning the solutions in support of customers' intellectual property, business, and research and development strategies.
  • Work with customer success managers to support customers after the sale, help them use the solutions continuously and successfully, and meet subscription renewal and retention targets.
  • Develop sales strategies based on market trends and align sales approaches with company direction, including expanding into markets such as universities, public institutions, and financial services.
  • Create and execute annual sales plans, coordinating with internal stakeholders as needed.
  • Continuously learn about intellectual property, intellectual property intelligence, and generative artificial intelligence markets, and identify customer challenges and business opportunities through customer discussions.
  • Gather Japanese customers' feedback and product-improvement ideas and communicate them to product teams.
  • Build and maintain effective long-term relationships and satisfaction among senior-level decision-makers and influencers at assigned customer accounts.
  • Identify, develop, and close new sales opportunities; increase product and service visibility to generate demand; grow account spending and customer value to achieve revenue targets.
  • Represent the company at conferences, webinars, and other marketing-related events.
  • Hold regular strategy and status meetings with senior client stakeholders to understand business needs and align solutions.
  • Manage moderately complex product, service, or account portfolios.
  • Provide mentorship to new team members and contribute to performance evaluations as required.

Desired Qualifications

  • At least five years of experience in intellectual property work, such as selling intellectual property products, working in an in-house intellectual property department, or working at an intellectual property firm or as an intellectual property consultant.
  • At least three years of experience in business strategy or intellectual property landscape and intelligence work, including patent-analysis-based competitor analysis, new-business development, or partner development in an in-house intellectual property or research and development department, or experience at an intellectual property solutions vendor.
  • At least three years of experience working for a Software as a Service, Data as a Service, or Platform as a Service company; familiarity with global Software as a Service selling processes, strategy development, and customer relationship management tools is welcomed.
  • Experience or knowledge in research and development product development, technology strategy, business planning, or mergers and acquisitions strategy is advantageous.

About the Company

RELX

Global information analytics and decision tools

RELX is a global provider of information-based analytics and decision tools for professionals across scientific, technical, medical, legal, risk, business, and exhibitions industries. It operates in four segments: Scientific, Technical & Medical; Risk & Business Analytics; Legal; and Exhibitions. Its products combine large datasets, analytics, and decision-support tools to help researchers, healthcare professionals, lawyers, and business leaders make informed choices, improve productivity, and achieve better outcomes. Revenue mainly comes from subscriptions, with additional income from transactional sales and advertising. RELX differentiates itself through its deep data assets, specialized industry knowledge, and multi-segment offerings that span content, analytics, and decision-support services. The company pursues a goal of delivering trusted information and insights while supporting corporate responsibility and alignment with the UN SDGs through its products and partnerships.

Company size
1,001-5,000
Company stage
IPO
Headquarters
London, United Kingdom
Founded
1894

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