聘!RWS中国知识产权事业部招聘「销售经理(华北/华东区域)+售前解决方案顾问」

2023-07-11

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“RWS是全球领先的知识产权、翻译和本地化及生命科学语言服务解决方案提供商。公司始创于1958年，总部位于英国伦敦，在欧洲、北美、南美、亚洲和大洋洲等地共拥有7500余名员工，是在伦敦证券交易所上市的跨国集团。现因发展需求，招聘销售经理（华北/华东区域）、售前解决方案顾问。”

来源：IPRdaily中文网（iprdaily.cn）

提示：“聘”栏目为四二六人才平台（426.cn）【人力资源服务许可证编号：（粤）人服证字（2022）第0112005723号】，针对于企事业单位、服务机构、律师事务所开辟的知识产权人才专栏，如果您有招聘需求，可将招聘需求发送至zhaopin@426.cn。

销售经理（华北/华东区域）2名

岗位职责：

1.在公司经营战略和经营业绩目标的指导下，制定营销战略，组织市场销售推广工作，通过达到或超过现有客户和新客户的月度和季度目标，推动IP解决方案的收入增长；

2.通过长期的合作关系维护/发展现有的客户基础，并建立一个广泛的新业务机会渠道；

3.通过联系营销活动、展览、会议、研讨会、客户咨询和在线使用数据等产生的新业务机会线索，作信息需求分析并最大化新的业务收入；

4.通过定期对新发现的潜在客户进行电话拜访（Hunting）创造新业务机会，最大化新业务收入；

5.客户管理，通过追加销售和交叉销售活动实现收入增长；

6.与客户建立牢固的信任关系，包括在用户、关键联系人、经理及商业领导人等多层级之间建立信任度和信赖度，以增加收入和销售机会；

7.与总监一起制定区域战略计划，包括收入和解决方案分析、增长策略、目标和实施计划；

8.与内部部门保持有效联系，以最大限度增加销售机会，包括服务（产品）开发，并与现有的以及新的服务和市场、销售活动保持同步；

9.熟练运用CRM管理系统，按照要求更新销售进度报告和其他公司要求的报告；

10.通过竞品分析确定自身定位与策略；

11.明确自身培训和发展需求。

任职要求：

1.本科以上学历，市场营销、知识产权、医药、通信专业优先；

2.5年以上知识产权信息/软件/服务公司相关销售经验，具有较强的学习能力；

3.有在IP领域销售解决方案的经验，熟悉销售服务、工作流程和内容技术环境者优先；

4.具有较强的执行力和制定解决方案和策略的能力，以进一步加速未开发市场的增长；

5.有产品演示和销售演示的经验；

6.具备与现有和潜在客户建立和维护关系的能力；

7.优秀的口头和书面沟通能力，包括与高管和c级决策者轻松沟通的能力；

8.具有创造性思维和独立决策能力，能够及时发现问题并应用创造性解决方案的能力；

9.有效的时间管理能力，能设定优先级，并能灵活适应变化的环境；

10.能适应频繁出差。

薪资待遇：面议

工作地点：北京或华南地区

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%).

售前解决方案顾问（1名）

岗位职责：

1.作为知识产权检索和分析行业专家（SME）有能力展示领域内的专业知识与解决方案，与客户之间建立信任并展现价值；

2.与销售团队紧密合作，通过高质量的探索明确客户需求，通过推荐和展示解决方案为客户带来价值；

3.为市场营销和挖掘需求活动做出贡献，例如参加网络研讨会和线下展会，撰写专业文章和白皮书，以及支持其他重要的商业举措；

4.了解客户需求，检索和分析背景，提供知识产权相关的研究分析；

5.该角色设立在内部销售团队，主要聚焦在亚太市场（主要为中国市场），并需要与国际团队保持沟通与合作。

因此，你的职责包括，但不限于：

（一）技术/解决方案专业知识

1.作为值得信赖的顾问/领域专家/解决方案专家/SME 持续建立声誉，增加客户关系；

2.专业知识的广度——了解给定客户群、角色和用例的整个产品组合中的数据、软件和服务的潜在连接点和互补优势；

3.专业知识的深度——以有形的、基于价值的术语阐明解决方案最相关的特性、优势和影响，从而建立利益相关者的信任和认同；

4.竞争情报——了解并能够为我们的解决方案和能力与竞争产品进行辩护。

（二）商业支持

1.与商业团队合作、根据战略客户计划和客户机会制定和执行；

2.商业前景——专注于为实现公司的目标做出贡献。

（三）客户解决方案和沟通

1.通过高质量的发现和鉴定确定客户需求，包括产品演示；

2.分析需求，设计详细的解决方案，并以客户为中心的方式展示所提出的解决方案的价值；

3.了解如何针对不同的客户群、场景和人物形象进行沟通和介绍，以实现销售机会。

（四）创造需求

1.参与RFI/RFP与其中所包含的为建立知名度和机会的相关活动；

2.开发思想领导力材料，并作为行业专家参与营销活动，以产生销售线索并建立漏斗的顶端。

（五）销售机会管理

流程思维——在关键的季度、月度和每周的商业周期内工作，使用Salesforce (SFDC)作为组织、优化、实施活动规划、客户互动和其他商业活动的关键工具。

（六）商业促进/团队建设

1.在全球团队中识别、开发和分享最佳实践、案例研究和流程改进；

2.为产品管理、市场营销和其他跨职能的合作伙伴提供市场和客户反馈意见。

知识、技能和能力要求：

（一）相关领域和行业专家

1.较强的知识产权行业背景，熟悉生命周期管理和相关的工作流程，熟悉和了解知识产权行业相关检索和分析项目流程，包括无效检索，FTO检索，新颖性检索，技术全景分析，SEP分析，竞争对手分析，对标分析等；

2.具有清晰讲解和阐述相关解决方案价值的能力；

3.发表过与客户垂直和领域相关的研究报告者优先考虑。

（二）咨询和问题解决

1.强大的问题解决和分析能力；

2.有能力 "说客户的语言"，并将RWS术语和概念翻译成能向客户展示价值的术语；

3.优秀的英文和中文口头/书面交流、演讲和面向客户的技能。

（三）团队精神和协作

1.积极主动的心态和按优先级工作的能力；

2.出色的时间管理技能，适应快节奏、动态的工作环境；

3.能够远程、跨职能、跨文化工作；

4.与关键利益相关者建立牢固的内部和外部关系；

5.以客户为中心，可靠的持续交付。

任职要求：

1.具备本科及以上学历，工程、科学或法律相关专业优先；

2.5年以上领域经验，最好同时具有客户和供应商方面的经验；

3.熟悉和了解知识产权行业相关检索和分析项目流程，包括无效检索，FTO检索，新颖性检索，技术全景分析，SEP分析，竞争对手分析，对标分析等；

4.流利的英语口语与书面沟通能力；

5.有解决方案咨询/行业专家经验者优先；

6.有专利代理人资质者优先。

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.

公司简介

RWS是全球领先的知识产权、翻译和本地化及生命科学语言服务解决方案提供商。公司始创于1958年，总部位于英国伦敦，在欧洲、北美、南美、亚洲和大洋洲等地共拥有7500余名员工，是在伦敦证券交易所上市的跨国集团。RWS中国公司成立于2006年，在北京、西安、日照等地设有办公室，主要从事专利多语种翻译、专利提交、专利生效、年费管理、专利检索与信息服务等。公司服务客户遍布全球，包括世界500强企业以及国内外知名律所，领域横跨诸多行业。通过遍布全球的翻译、检索和技术等专家团队的不懈努力与紧密协作，RWS以专业的内部团队和顶尖的服务质量誉满业界。

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简历投递：13427576784

申请备注：单位+姓名+岗位+工作地点

享有工作内推、培训活动优先参与、人才交流活动定向邀请等权益

（原标题：聘！RWS中国知识产权事业部招聘「销售经理（华北/华东区域）＋售前解决方案顾问」）

来源：IPRdaily中文网（iprdaily.cn）

编辑：IPRdaily赵甄校对：IPRdaily纵横君

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聘!RWS中国知识产权事业部招聘「销售经理(华北/华东区域)+售前解决方案顾问」

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