VP Indirect Sales – IP Services
Reporting Line:        RWS IP Services’ SVP Revenue
Location:    Head Office in Chalfont Saint Peter (UK), though can be based in the UK, Western Europe or North America.

The Role
This is a new role within IP Services and will be a key member of the senior leadership team, responsible for leading a new sales team to develop and execute against the strategic growth plan that will create and sustain profitable long-term client relationships within the global Patent Attorneys (PA) marketplace.

To achieve this, you would develop a global revenue growth strategy specifically targeted at Patent Attorney firms (PA), driving organic growth in this key market while improving RWS’s holistic solution offering for law firms, developing and formalising our indirect channel.

RWS IP Services
RWS IP Services, a division of RWS, provides industry-leading Intellectual Property support services delivered through integrated technology solutions. We offer the highest-quality patent translations, a global patent filing experience and a range of cutting-edge intellectual property (IP) search services. 

We serve a global client base including industry, law firms, licensing organizations and technology transfer offices. Our in-house search and translation teams, supported by an extensive network of over 7,500 specialized translators and 40,000 researchers, provide powerful solutions to assist with strategic decision-making across the entire IP life cycle

For further information, please visit: RWS Intellectual Property Services

What will you deliver…..

* Drive new business within new PA logo accounts, upsell new service lines to current PA customers and grow existing service lines within the current customer base, primarily in North America and Western Europe, though developing into the APAC markets
* Develop and deploy effective sales strategy targeting top patent filing firms with large portfolios of end-clients 
* Assist in negotiating with PA firms for new business and reciprocity, and contribute to a revised approach to reciprocity with existing or new partner agents
* Hire, on-board, train and motivate global sales teams across all regions, establish sales plans and goals based on in-depth analysis of market conditions, RWS’s strategic objectives and customer objectives/needs
* Support Marketing to create and deploy multi-channel PA specific marketing programs, launch and Go-To-Market strategy for new products and services
* Support actively the complete sales cycle of opportunities with the sales team
* Identify new revenue streams and high impact markets and verticals, Operating as an escalation point for clients and report

Key Skills & Experience Requirements

* Demonstrable business development experience within a Patent Attorney firm is a pre-requisite.
* Proven experience of managing sales teams, achieving and exceeding targets having defined and deployed agile and targeted sales strategies.
* Thorough understanding of patent foreign filing routes and maintenance fee payments with knowledge of litigation and search processes.
* Ability to navigate the multi-stakeholder relationship between patent applicant, outside counsel and foreign associates.
* Excellent networking skills, complemented with a network of contacts within the Patent Attorney industry. 
* Experience of participating in and driving targeted industry events and webinars.
* Ability to motivate and inspire sales teams, drive and achieve clear goals and targets while orchestrating go-to-market strategies, fostering teamwork among different resources and parts of the organisation.
* Hunter mentality with demonstrated success sourcing leads, qualifying opportunities and closing deals.
* A proven track record of hitting and exceeding targets as an individual contributor and sales leader.

Life at RWS - We work hard together to deliver for our customers; our expertise, professionalism and determination to never let others down drives us to be passionate and serious about what we do, deliver customer value, yet always adding a human touch.

RWS embraces diversity and promotes equal opportunity, we are an Equal Opportunity Employer and prohibit discrimination and harassment of any kind. RWS is committed to the principle of equal employment opportunity for all employees and to providing employees with a work environment free of discrimination and harassment. All employment decisions at RWS are based on business needs, job requirements and individual qualifications, without regard to race, religion, nationality, ethnicity, sex, age, disability or sexual orientation. RWS will not tolerate discrimination based on any of these characteristics.

Recruitment Agencies: RWS Group PLC does not accept agency resumes.  Please do not forward any unsolicited resumes to any RWS employees.  Any unsolicited resume received will be treated as the property of RWS and Terms & Conditions associated with the use of such resume will be considered null and void.