Sales Manager

Position Overview:

Anaqua is looking for a highly motivated and proactive Sales Manager who is eager to help us attain our continuing growth goals. The Sales Manager is responsible for driving new-business revenue among Law Firm prospects in Europe. This is a quota-carrying, full-sales-cycle position reporting to the Head of European Sales. The ideal candidate will be based in Europe in one of our core markets (UK, France, Netherlands or Belgium) with the ability to work remotely and travel as required.

You’ll love this job if you like to:

• Territory/Pipeline Management: You will be asked to know your named accounts, segment & prioritize and leverage the sales development team to create account growth strategies. Accurate forecasting and activity tracking in SalesForce is expected.
• Prospecting: Through email, phone and in person, reach out to IP operations professionals and law firm leadership to develop interest in our solutions. Pipeline building will be supported by the Marketing and Sales Development team, but direct regular contact with strategic named accounts is required.
• Demonstrations: Build a business case for our law firm products through onsite meetings, product demonstrations, guided evaluations, and regular follow-up. The Sales Engineering team will support deeper demos and evaluations, but all Sales Managers are expected to be able to provide initial demonstrations and provide deep discovery on opportunities and run the full sales process. IP knowledge and demo skills will be required.
• Proposals: Prepare proposals and responses to RFPs with the assistance of the Sales Engineering team.
• Closing: Complete the sales process, leveraging our legal team for contract negotiations.
• Forecasting: Closely track all activity and pipeline progress through salesforce.com, maintain a pipeline multiple vs. quota and accurately forecast closing cycles.

What you’ll need to be successful:

• Strong understanding of intellectual property management and experience with Intellectual Property Solutions (Patents, Trademarks).
• 5+ years’ experience in a full cycle sales role
• Proven success in complex sales cycles with Law Firms, leveraging consultative selling methodologies
• The ability to learn new technology and convey our message to customers quickly
• Exceptional verbal and written interpersonal, presentation and communication skills
• Strong analytical, negotiation and creative problem-solving skills
• Specific experience working with a CRM platform preferred, Salesforce.com a plus.
• Must be self-motivated, methodical, optimistic and competitive
• Ability to travel to client sites for conferences, prospect harvesting and sales presentations
• Bachelor’s Degree in related field or equivalent experience
• Fluent in English. Any additional European Language is a plus.

Anaqua, Inc. is a premium provider of integrated intellectual property (IP) management technology solutions and services. Anaqua’s AQX platform combines best practice workflows with big data analytics and tech-enabled services to create an intelligent environment designed to inform IP strategy, enable IP decision-making, and streamline IP operations. Today, nearly half of the top 100 U.S. patent filers and global brands, as well as a growing number of law firms worldwide use Anaqua’s solutions. Over one million IP executives, attorneys, paralegals, administrators, and innovators in large and medium-sized companies use the platform for their IP management needs. The company’s global operations are headquartered in Boston, with offices across the U.S., Europe, Asia, and Australia. For additional information, please visit anaqua.com, or on LinkedIn.

Anaqua is an Equal Opportunity Employer, and all qualified applicants are considered for employment without regard to veteran status, race, color, religion, sex, national origin, age, physical or mental disability, pregnancy, childbirth or related medical conditions, marital status, personal appearance, political affiliation, sexual orientation, gender identification, family responsibilities, genetic information, spouses of protected veterans, or any other characteristic of status protected by law.