Product Sales Manager – Data & Consultancy – Academic and Government

Clarivate™ is a global leader in providing solutions to accelerate the lifecycle of innovation. Our bold mission is to help customers solve some of the world’s most complex problems by providing actionable information and insights that reduce the time from new ideas to life-changing inventions in the areas of science and intellectual property. We help customers discover, protect and commercialize their inventions using our trusted subscription and technology-based solutions coupled with deep domain expertise.

We now have more than 8,500 colleagues in over 40 countries worldwide, and we work with over 200 partners to deliver value and success for our customers. Today, Clarivate is a publicly traded company, listed on the New York Stock Exchange under the ticker NYSE: CLVT.

Clarivate is committed to building, nurturing, and developing a diverse culture of belonging where new colleagues can bring their authentic self to work every day! Join us!

We are recruiting for a Product Sales Manager – Data & Consultancy – Academic and Government on a permanent basis to work remotely in Dubai with regional travel.

Role Purpose

To drive new business sales growth and meet product sales goals for Web of Science & IP and Patent custom data and consultancy into the Academic & Government market (A&G), specifically Universities, Faculty, Departments, Collaborations, Ministries, and other Government Departments.

Responsibilities and Duties

• Meet and exceed product sales targets for assigned product(s)/territory
• Prospect for, support and develop new business opportunities both independently and with Account Managers
• Build and develop a robust pipeline with a clear focus on increasing deal size and velocity
• Utilize domain expertise to conceive and position value-added solutions to increase deal size
• Implement and execute on ‘Sales Plays’ to drive maximum cross sell growth
• Cultivate strong customer relationships creating trust and confidence with senior stakeholders to become a trusted advisor to our target customers
• Work in alignment with Account Managers and other commercial sellers including Pre-Sales and Customer Success to contribute to territory planning and sales strategies to maximise Clarivate’s footprint within our customers
• Diligent management of opportunities in C-Force ensuring all information is kept up to date at all times and relevant internal stakeholders are appraised of deal developments
• Contribute to and produce reports as required, including outlining current and proposed activities, customer visits, and on pipeline activity, sales forecasts and closing timetables
• Work with Sales Enablement, Marketing, and other commercial teams to develop and execute sales campaigns and lead generation activities
• Pro-actively acquire and develop relevant market, industry and product knowledge and skills to support commercial success

Knowledge and Qualifications

• Minimum of 5 years sales experience in a consultative selling environment
• Minimum of 3-5 years sales experience in selling complex consultancy services including bespoke data solutions e.g., API, XML, raw data, data to be integrated into organisational databases and analytics tools, workshops, and reports
• Prior experience and in-depth domain knowledge of A&G markets is preferred
• Prior experience of selling to universities is essential
• Prior experience of selling to Ministries & Government departments is an advantage
• Prior experience in selling within the MEA region is essential
• Proven track record of business development capability

o developing accounts through proactive prospecting

o deep discovery to understand customer workflow and content needs

o adept and cultivating strong customer relationships with senior stakeholders

o consistent achievement of commercial targets in a complex sales environment

• Excellent organizational skills and ability to manage multi-stage process pipeline
• Excellent presentation, communication, negotiation, and time management skills
• Willingness to travel subject to COVID regulations
• Bachelor’s Degree required
• Proficient in Arabic and English is essential

It is the policy of Clarivate to provide equal employment opportunity (EEO) to all persons regardless of age, colour, 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.