Job Summary:

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.

Job responsibilities:

1. Technical Expertise

• Bring and build a reputation as a trusted advisor and domain/solution expert/SME that will help strengthen customer relationships
• 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
• Articulate a solution’s most relevant features, benefits, and impact in tangible, value-based terms that build belief and buy-in from stakeholders
• Understand and be able to defend our solutions and capabilities against competitive offerings

1. Commercial Partnership

• Partner with commercial teams to build out and execute against strategic account plans and customer opportunities
• Focused on contributing to meeting the Company’s goals

1. Customer Solution 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

1. 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.

1. Pipeline Management

• 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

1. Commercial Enablement

• 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

Requirements:

• Bachelor’s Degree in a relevant technical field, such as engineering, science or law
• Minimum of 3-5 years of domain experience, ideally both in client and vendor
• Previous solution consulting / SME experience is a plus
• Strong background in IP intelligence, lifecycle management, and associated workflows, software/systems (eg. IPMS)
• 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
• Outstanding time management skills and comfortable working in a very high-pace, dynamic environment
• Build strong relationships internally and externally with critical stakeholders