聘！RWS中國知識產(chǎn)權(quán)事業(yè)部招聘「銷售經(jīng)理（華北/華東區(qū)域）＋售前解決方案顧問」

#本文僅代表作者觀點，不代表IPRdaily立場#

“RWS是全球領先的知識產(chǎn)權(quán)、翻譯和本地化及生命科學語言服務解決方案提供商。公司始創(chuàng)于1958年，總部位于英國倫敦，在歐洲、北美、南美、亞洲和大洋洲等地共擁有7500余名員工，是在倫敦證券交易所上市的跨國集團?，F(xiàn)因發(fā)展需求，招聘銷售經(jīng)理（華北/華東區(qū)域）、售前解決方案顧問?！?/strong>

來源：IPRdaily中文網(wǎng)（iprdaily.cn）

提示：“聘”欄目為四二六人才平臺（426.cn）【人力資源服務許可證編號：（粵）人服證字（2022）第0112005723號】，針對于企事業(yè)單位、服務機構(gòu)、律師事務所開辟的知識產(chǎn)權(quán)人才專欄，如果您有招聘需求，可將招聘需求發(fā)送至zhaopin@426.cn。

銷售經(jīng)理（華北/華東區(qū)域）2名

崗位職責：

1.在公司經(jīng)營戰(zhàn)略和經(jīng)營業(yè)績目標的指導下，制定營銷戰(zhàn)略，組織市場銷售推廣工作，通過達到或超過現(xiàn)有客戶和新客戶的月度和季度目標，推動IP解決方案的收入增長；
2.通過長期的合作關系維護/發(fā)展現(xiàn)有的客戶基礎，并建立一個廣泛的新業(yè)務機會渠道；
3.通過聯(lián)系營銷活動、展覽、會議、研討會、客戶咨詢和在線使用數(shù)據(jù)等產(chǎn)生的新業(yè)務機會線索，作信息需求分析并最大化新的業(yè)務收入；
4.通過定期對新發(fā)現(xiàn)的潛在客戶進行電話拜訪（Hunting）創(chuàng)造新業(yè)務機會，最大化新業(yè)務收入；
5.客戶管理，通過追加銷售和交叉銷售活動實現(xiàn)收入增長；
6.與客戶建立牢固的信任關系，包括在用戶、關鍵聯(lián)系人、經(jīng)理及商業(yè)領導人等多層級之間建立信任度和信賴度，以增加收入和銷售機會；
7.與總監(jiān)一起制定區(qū)域戰(zhàn)略計劃，包括收入和解決方案分析、增長策略、目標和實施計劃；
8.與內(nèi)部部門保持有效聯(lián)系，以最大限度增加銷售機會，包括服務（產(chǎn)品）開發(fā)，并與現(xiàn)有的以及新的服務和市場、銷售活動保持同步；
9.熟練運用CRM管理系統(tǒng)，按照要求更新銷售進度報告和其他公司要求的報告；
10.通過競品分析確定自身定位與策略；
11.明確自身培訓和發(fā)展需求。

任職要求：

1.本科以上學歷，市場營銷、知識產(chǎn)權(quán)、醫(yī)藥、通信專業(yè)優(yōu)先；
2.5年以上知識產(chǎn)權(quán)信息/軟件/服務公司相關銷售經(jīng)驗，具有較強的學習能力；
3.有在IP領域銷售解決方案的經(jīng)驗，熟悉銷售服務、工作流程和內(nèi)容技術環(huán)境者優(yōu)先；
4.具有較強的執(zhí)行力和制定解決方案和策略的能力，以進一步加速未開發(fā)市場的增長；
5.有產(chǎn)品演示和銷售演示的經(jīng)驗；
6.具備與現(xiàn)有和潛在客戶建立和維護關系的能力；
7.優(yōu)秀的口頭和書面溝通能力，包括與高管和c級決策者輕松溝通的能力；
8.具有創(chuàng)造性思維和獨立決策能力，能夠及時發(fā)現(xiàn)問題并應用創(chuàng)造性解決方案的能力；
9.有效的時間管理能力，能設定優(yōu)先級，并能靈活適應變化的環(huán)境；
10.能適應頻繁出差。

薪資待遇：面議

工作地點：北京或華南地區(qū)

Business Development Manager (North/East)

Responsibilities:

1.Drives revenue growth of IP solutions by meeting or exceeding both existing customer and new logo customer goals on monthly and quarterly basis.
2.To maintain/grow existing customer uplift base through long-term relationship and build an extensive pipeline of new opportunities.
3.To contact new leads generated from marketing campaigns, exhibitions, conferences, seminars, customer enquiry and online usage data, analyse information requirements and maximize new business revenue.
4.To be proactive in the self-generation of new leads to maximize new business revenue through regular calling of newly identified prospects (Hunting).
5.Account management, and growth through upsell and cross-selling activity.
6.Builds strong “trust” relationships with clients, creating trust and confidence at multiple levels, including users, key contacts, managers and business leaders, to increase revenue and sales opportunities.
7.Work with Manager to develop a strategy plan for the region which includes an analysis of revenues/solutions, strategy for growth, objectives and implementation schedule.
8.To liaise effectively with internal departments to maximize sales opportunities, including Product Development, and to keep up to date with existing and new services and marketing/sales campaigns.
9.To maintain and update sales progress reports and other administrative reporting mechanisms according to agreed timeframes.
10.Ensure you have a strong understanding of competitor products and services and how we can successfully position ourselves against them.
11.To take responsibility for identifying training and developmental needs for yourself on an on-going basis.

Requirements:

1.Experience selling in the IP space in a solution sales capacity.
2.Understanding of sales in a service, workflow and content technology environment strongly preferred.
3.Strong execution focuses and ability to develop solutions and strategies to further accelerate growth in untapped markets.
4.A university degree in relevant course work AND 5+ years proven sales experience working for an IP information/software/services company, with a strong aptitude for technology.
5.Experience conducting effective product demonstrations & sales presentations.
6.Ability to build & maintain relationships with existing and prospective customers.
7.Experience working in a team sales environment.
8.Outstanding oral and written communication skills, including the ability to communicate easily & interpersonally with Senior Executives and C-level decision makers.
9.Capable of thinking creatively and making independent decisions.
10.Effective time management skills.
11.Well organized and disciplined with regards to policy, procedure and standards.
12.Can set priorities and be flexible in changing environment.
13.Ability to report and project accurately and according to agreed timeframes.
14.Ability to identify problems and apply creative solutions.
15.Confident, outgoing personality.
16.Heavy travel requirements (approx. 50%).

售前解決方案顧問（1名）

崗位職責：
1.作為知識產(chǎn)權(quán)檢索和分析行業(yè)專家（SME）有能力展示領域內(nèi)的專業(yè)知識與解決方案，與客戶之間建立信任并展現(xiàn)價值；
2.與銷售團隊緊密合作，通過高質(zhì)量的探索明確客戶需求，通過推薦和展示解決方案為客戶帶來價值；
3.為市場營銷和挖掘需求活動做出貢獻，例如參加網(wǎng)絡研討會和線下展會，撰寫專業(yè)文章和白皮書，以及支持其他重要的商業(yè)舉措；
4.了解客戶需求，檢索和分析背景，提供知識產(chǎn)權(quán)相關的研究分析；
5.該角色設立在內(nèi)部銷售團隊，主要聚焦在亞太市場（主要為中國市場），并需要與國際團隊保持溝通與合作。

因此，你的職責包括，但不限于：

（一）技術/解決方案專業(yè)知識

1.作為值得信賴的顧問/領域?qū)＜?解決方案專家/SME 持續(xù)建立聲譽，增加客戶關系；
2.專業(yè)知識的廣度——了解給定客戶群、角色和用例的整個產(chǎn)品組合中的數(shù)據(jù)、軟件和服務的潛在連接點和互補優(yōu)勢；
3.專業(yè)知識的深度——以有形的、基于價值的術語闡明解決方案最相關的特性、優(yōu)勢和影響，從而建立利益相關者的信任和認同；
4.競爭情報——了解并能夠為我們的解決方案和能力與競爭產(chǎn)品進行辯護。
（二）商業(yè)支持
1.與商業(yè)團隊合作、根據(jù)戰(zhàn)略客戶計劃和客戶機會制定和執(zhí)行；
2.商業(yè)前景——專注于為實現(xiàn)公司的目標做出貢獻。
（三）客戶解決方案和溝通
1.通過高質(zhì)量的發(fā)現(xiàn)和鑒定確定客戶需求，包括產(chǎn)品演示；
2.分析需求，設計詳細的解決方案，并以客戶為中心的方式展示所提出的解決方案的價值；
3.了解如何針對不同的客戶群、場景和人物形象進行溝通和介紹，以實現(xiàn)銷售機會。
（四）創(chuàng)造需求
1.參與RFI/RFP與其中所包含的為建立知名度和機會的相關活動；
2.開發(fā)思想領導力材料，并作為行業(yè)專家參與營銷活動，以產(chǎn)生銷售線索并建立漏斗的頂端。
（五）銷售機會管理
流程思維——在關鍵的季度、月度和每周的商業(yè)周期內(nèi)工作，使用Salesforce (SFDC)作為組織、優(yōu)化、實施活動規(guī)劃、客戶互動和其他商業(yè)活動的關鍵工具。
（六）商業(yè)促進/團隊建設
1.在全球團隊中識別、開發(fā)和分享最佳實踐、案例研究和流程改進；
2.為產(chǎn)品管理、市場營銷和其他跨職能的合作伙伴提供市場和客戶反饋意見。

知識、技能和能力要求：
（一）相關領域和行業(yè)專家
1.較強的知識產(chǎn)權(quán)行業(yè)背景，熟悉生命周期管理和相關的工作流程，熟悉和了解知識產(chǎn)權(quán)行業(yè)相關檢索和分析項目流程，包括無效檢索，F(xiàn)TO檢索，新穎性檢索，技術全景分析，SEP分析，競爭對手分析，對標分析等；
2.具有清晰講解和闡述相關解決方案價值的能力；
3.發(fā)表過與客戶垂直和領域相關的研究報告者優(yōu)先考慮。
（二）咨詢和問題解決
1.強大的問題解決和分析能力；
2.有能力 "說客戶的語言"，并將RWS術語和概念翻譯成能向客戶展示價值的術語；
3.優(yōu)秀的英文和中文口頭/書面交流、演講和面向客戶的技能。
（三）團隊精神和協(xié)作
1.積極主動的心態(tài)和按優(yōu)先級工作的能力；
2.出色的時間管理技能，適應快節(jié)奏、動態(tài)的工作環(huán)境；
3.能夠遠程、跨職能、跨文化工作；
4.與關鍵利益相關者建立牢固的內(nèi)部和外部關系；
5.以客戶為中心，可靠的持續(xù)交付。

任職要求：
1.具備本科及以上學歷，工程、科學或法律相關專業(yè)優(yōu)先；
2.5年以上領域經(jīng)驗，最好同時具有客戶和供應商方面的經(jīng)驗；
3.熟悉和了解知識產(chǎn)權(quán)行業(yè)相關檢索和分析項目流程，包括無效檢索，F(xiàn)TO檢索，新穎性檢索，技術全景分析，SEP分析，競爭對手分析，對標分析等；
4.流利的英語口語與書面溝通能力；
5.有解決方案咨詢/行業(yè)專家經(jīng)驗者優(yōu)先；
6.有專利代理人資質(zhì)者優(yōu)先。

Research Solution Consulting

Job Summary:

1.A subject Matter Expert (SME) who can demonstrate domain expertise and solution knowledge that builds trust and demonstrate value to customers.

2.Work closely with the sales team, identifying client needs/objectives through high-quality discovery. As a Solution Consultant you will recommend and demonstrate relevant solutions that deliver value for our customers.

3.Contribute to marketing and demand-generating activities, such as participating in webinars and conferences, writing blogs and white papers, and supporting other critical commercial initiatives.

4.Understand client requirements and technology background to provide IP related research / analysis.

5.This role will have a primary focus on the APAC (especially China) market within the Inside Sales customer segment; but as part of a global team you will be expected to collaborate and contribute best practices across the team.

As such your responsibilities include, but are not limited to:

1.TECHNICAL / SOLUTION EXPERTISE
Bring and continuously build a reputation as a trusted advisor and domain/solution expert/SME that will help strengthen customer relationships and Breadth of expertise - understand the potential connection points and complementary benefits of data, software, and services from across the entirety of portfolio for the given customer segments, personas, and use cases.

Depth of expertise - articulate a solution’s most relevant features, benefits, and impact in tangible, value-based terms that build belief and buy-in from stakeholders.

Competitive intelligence–understand and be able to defend our solutions and capabilities against competitive offerings.

2.COMMERCIAL PARTNERSHIP
Partner with commercial teams to build out and execute against strategic account plans and customer opportunities.
A commercial outlook – focused on contributing to meeting the Company’s goals.

3.CUSTOMER SOLUTIONING AND COMMUNICATION
Identify customer needs through high quality discovery and qualification, including product demonstrations.
Analyse needs, architect detailed solutions, and demonstrate the value of the proposed solutions in customer-centric terms.

Understand how to tailor communications and presentations to various customer segments, scenarios, and personas in order to drive deals through the pipeline.

4.DEMAND GENERATION
Develop thought leadership materials and participate as an SME in marketing campaigns required to generate leads and build the top of funnel.

Contribute to RFI/RFP responses and the activities required to build awareness and opportunity to be included/identified for RFI/RFP submissions.

5.PIPELINE MANAGEMENT
Process-mindset: Work within the key quarterly, monthly, and weekly business cycles, using Salesforce (SFDC) as a key enabler to organize, prioritize, and capture activity planning, client interactions, and other commercial activities.

6.COMMERCIAL ENABLEMENT / TEAM BUILDING

Identify, develop, and share best practices, case studies, and process improvements across the global team.

Provide market and customer feedback to Product Management, Marketing, and other cross-functional partners.

Knowledge, Skills, and Abilities Required:

1.DOMAIN & SUBJECT-MATTER EXPERTISE

Strong background in IP intelligence, lifecycle management, and associated workflows, software/systems (e.g., IPMS)
Ability to clearly explain and articulate the value of relevant solutions.

Published research relevant to the customer vertical and domain is a plus.

2.CONSULTING & PROBLEM-SOLVING

Strong problem solving and analytical skills.

Ability to “speak the customer’s language” and translate RWS terminology and concepts into terms that will demonstrate value to them.

Excellent English and Chinese oral/written communication, presentation, and customer-facing skills

3.TEAMWORK & COLLABORATION

Proactive mentality and ability to prioritize.

Outstanding time management skills and comfortable working in a very high-pace, dynamic environment
Ability to work as part of and with remote cross-functional and cross-cultural teams.

Build strong relationships internally and externally with critical stakeholders.

Customer-centric with a track record of consistently delivering on commitments.

Qualifications:

1.Bachelor’s Degree in a relevant technical field, such as engineering, science or law
2.Minimum of 5 years of domain experience, ideally both in client and vendor
3.Familiar with IP industry related search and analysis project process, including invalid search, FTO search, novelty search, technology landscape analysis, SEP analysis, competitors analysis, benchmarking, etc.
4.Fluent in written and verbal communication in English is a requirement.
5.Previous solution consulting / SME experience is a plus.
6.Patent agent is a plus.

公司簡介

RWS是全球領先的知識產(chǎn)權(quán)、翻譯和本地化及生命科學語言服務解決方案提供商。公司始創(chuàng)于1958年，總部位于英國倫敦，在歐洲、北美、南美、亞洲和大洋洲等地共擁有7500余名員工，是在倫敦證券交易所上市的跨國集團。RWS中國公司成立于2006年，在北京、西安、日照等地設有辦公室，主要從事專利多語種翻譯、專利提交、專利生效、年費管理、專利檢索與信息服務等。公司服務客戶遍布全球，包括世界500強企業(yè)以及國內(nèi)外知名律所，領域橫跨諸多行業(yè)。通過遍布全球的翻譯、檢索和技術等專家團隊的不懈努力與緊密協(xié)作，RWS以專業(yè)的內(nèi)部團隊和頂尖的服務質(zhì)量譽滿業(yè)界。

（原標題：聘！RWS中國知識產(chǎn)權(quán)事業(yè)部招聘「銷售經(jīng)理（華北/華東區(qū)域）＋售前解決方案顧問」）

來源：IPRdaily中文網(wǎng)（iprdaily.cn）

編輯：IPRdaily趙甄校對：IPRdaily縱橫君

注：原文鏈接：聘！RWS中國知識產(chǎn)權(quán)事業(yè)部招聘「銷售經(jīng)理（華北/華東區(qū)域）＋售前解決方案顧問」（點擊標題查看原文）

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