Ed Tech companies you'll love to work for


Director, Product Sales



Product, Sales & Business Development
Posted on Monday, September 18, 2023

The Director, Product Sales will lead the Research & Analytics Product Sales team for business development efforts within some territories in EMEA, working closely alongside Account Managers. This team will have a strong focus on new sales penetration and revenue growth by matching a detailed understanding of each customer’s needs and processes with an equally solid understanding of the product and services portfolio.

About You – experience, education, skills, and accomplishments

  • 3 + years of sales management experience
  • 9+ years of sales experience in a consultative selling environment
  • BS/MS degree in business administration or a related field
  • Fluent in English, a 2nd or a 3rd European language is a plus

It would be great if you also have . . .

  • Proven consultative sales abilities with Academic and Government or any Research Institutions who are focused on transformation and process / workflow improvements.
  • Proven ability to work well in a matrix environment, collaborate across multiple departments and influence all levels within an organization; willingness to collaborate and bring in appropriate resources to close sales; evidence of ‘ego maturity’

What will you be doing in this role?

  • Meet and exceed product sales targets for assigned product(s)/territory
  • Develops and implements successful strategies and initiatives for profitable growth.
  • Leads, manages, and develops Product Sales Managers to optimise individual and team performance.
  • Manages selling activities to optimise key account & consortia management, new business development and channel sales activities.
  • Provides coaching and guidance for 8 direct reports in line with sales management best practices.
  • Identifies training requirements and ensures that ongoing product and sales technique training is provided.
  • Develops processes, systems and measurement tools in order to improve speed and effectiveness of sales data interpretation and management.
  • Co-ordinates sales forecasting and prospect management for the region and provides data and input for forecast and budget meetings.
  • Creates models for buying consortia and provides input to pricing models and strategies; implements these with the sales management team.
  • Establishes and continually reviews optimum sales and distribution structures by market to optimise volume and margin performance for each territory and sales channel.
  • Provides input into shaping and development of the company’s full product range.
  • Prospect for, support and develop new business opportunities both independently and with Account Managers
  • Build and develop a robust pipeline with a clear focus on increasing deal size and velocity
  • Implement and execute on ‘Sales Plays’ to drive maximum cross sell growth
  • Cultivate strong customer relationships creating trust and confidence with senior stakeholders to become a trusted advisor to our target customers.
  • Work in alignment with Account Managers and other commercial sellers including Pre-Sales and Customer Success to contribute to territory planning and sales strategies to maximise Clarivate’s footprint within our customers.
  • Diligent management of opportunities in the CRM system ensuring all information is kept up to date at all times and relevant internal stakeholders are appraised of deal developments.
  • Contribute to and produce reports as required, including outlining current and proposed activities, customer visits, and on pipeline activity, sales forecasts and closing timetables.
  • Work with Sales Enablement, Marketing and other commercial teams to develop and execute sales campaigns and lead generation activities.

About the Team

This role will be managing a team of eight Product Sales Managers who are based across the EMEA region as part of the Research Office vertical.

Hours of Work

This is a full-time position, primarily working core business hours in your time zone, with flexibility to adjust to various global time zones as needed. There will be up to 40% travel with the role.

At Clarivate, we are committed to providing equal employment opportunities for all persons with respect to hiring, compensation, promotion, training, and other terms, conditions, and privileges of employment. We comply with applicable laws and regulations governing non-discrimination in all locations.