About The Role:

• A subject Matter Expert (SME) who can demonstrate domain expertise and solution knowledge that builds trust and demonstrate value to customers.
• 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.
• 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.
• Understand client requirements and technology background to provide IP related research / analysis.
• 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.

 

Responsibilities:

TECHNICAL / SOLUTION EXPERTISE

• Bring and continuously build a reputation as a trusted advisor and domain/solution expert/SME that will help strengthen customer relationships
• 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

 

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

 

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

 

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

 

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

 

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

 

 

Qualifications:

• Bachelor’s degree in a relevant technical field, such as engineering, science or law
• Minimum of 5 years of domain experience, ideally both in client and vendor
• 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.
• Fluent in written and verbal communication in English is a requirement
• Previous solution consulting / SME experience is a plus
• Patent agent is a plus

 

 

Knowledge, Skills, and Abilities Required:

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

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

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