Solution Consultant, Life Sciences Patent Products & Services (Virtual position)

Company: Clarivate Analytics US LLC
Location: Ann Arbor
Posted on: January 17, 2020

Job Description:

Job Description:

The Solution Consultants are an integral part Clarivate s patent business, Derwent. The Solution Consultants plays an important role in the go to market process by supporting customer acquisition and retention efforts and acting as a voice of customer to product management, marketing and commercial strategy. Solution Consultants partner with Sales Consultants and Account Managers to meet new sales and retention goals through the delivery of product demos, trial training, and on-site and virtual customer training. The Solution Consultants also support the go to market processes by providing customer feedback, and product expertise to support product management and marketing of Derwent solutions. This includes but is not limited to:

* Understanding customer patent-related business needs and then developing and delivering presentations which best highlight Derwent Solutions.

* Assisting pre and post sales efforts in defining product solutions and developing and executing training plans.

* Supporting a blended learning model by creating recorded sessions and delivering WebEx and on-site training.

* Ensure customer satisfaction and serve as the liaison for our customers and business partners.

* Partner with the sales team by acting as the product expert to support all efforts to grow and retain the business.

JOB RESPONSIBILITIES:

* Articulate the benefits of patent products, particularly Derwent Innovation, Derwent SequenceBase, Derwent Data Analyzer and Derwent content such as Derwent World Patents Index and GENESEQ to customers in collaboration with the sales team

* Participate in presale activities including: gathering and responding to technical questions, product presentations and sharing of best practices.

* Probe for up sell opportunities and leads in conjunction with Sales Consultants and Account Managers.

* Create tailored presentations to support sales and marketing efforts of Derwent products and services

* Proactively initiate, design and deliver workshops and events for customers and prospects.

* Provide on-site and web-based demonstrations, training and workshops in support of sales activities to customers.

* Provide feedback to product management and sales on customers' use of products, additional service needs and competitive situations

* Contribute to go to market activities including product release readiness for internal and external stakeholders including assisting in positioning of new product capabilities and development of training material for sales and customers

* Identify cross-sell and up sell opportunities and enter them into SFDC.

* Contribute to the development and enhancement of ongoing training and sales support materials and strategies.

* Participate in industry events such as technical conferences and trade shows.

* Deliver and organize workflow-based training sessions for customers.

* Provide escalation support for customer services and other colleagues on product related issues.

* Use Salesforce.com as an activity planning tool, and to capture all customer-related activity.

* Offer strong customer service skills as demonstrated by ability to anticipate and meet customer needs and build relationships.

* Identify customer risk and opportunities and work closely with the account team to maintain and further develop customer satisfaction and retention.

QUALIFICATIONS

* Undergraduate degree from an accredited college or university required, science degree strongly preferred

* Graduate-level degree strongly preferred

* IP market experience with Derwent World Patents Index, Derwent Patents Citation Index, Derwent Innovation and Derwent Data Analyzer and/or other industry-related products and services highly desirable

* Experience in biotech, pharmaceutical, or biosimilar technology fields with a background in bioinformatics or sequence search strongly preferred

* Sales acumen and passion for teaching

* Excellent knowledge of patent workflows and IP-oriented customer business needs.

* Must be able to work both independently and as part of a team selling environment.

* Ability to communicate effectively at all levels and in all forms with customers, sales partners, product management, marketing and commercial strategy stakeholders

* Ability to gain and retain customer confidence and respect.

* Solid interpersonal and problem-solving skills.

* Good time management skills to plan and prioritize workload and demands.

* Self-starter and proven team player.

* Builds strong relationships internally and externally with core stakeholders.

* Remote location with ability to travel 35-40%

Derwent offers database products and services used for searching and analyzing patents, as well as IP administration and prosecution support services. Our world-leading IP intelligence powers the innovation life-cycle. Derwent is a Clarivate Analytics company. At Clarivate, we believe human ingenuity can transform the world and improve our future. That s why we harness our global reach, curate our content, and invest in best-in-class technology and people. Join the team that is improving the way the world creates, protects, and advances innovation.

It is the policy of Clarivate to provide equal employment opportunity (EEO) to all persons regardless of age, color, national origin, citizenship status, physical or mental disability, race, religion, creed, gender, pregnancy, sex, sexual orientation, gender identity and/or expression, genetic information, marital status, status with regard to public assistance, veteran status, or any other characteristic protected by federal, state or local law. In addition, Clarivate will provide reasonable accommodations for qualified individuals with disabilities.

Keywords: Clarivate Analytics US LLC, Ann Arbor , Solution Consultant, Life Sciences Patent Products & Services (Virtual position), Professions , Ann Arbor, Michigan