Questel is a global leader in intellectual property and innovation management, providing an integrated platform of software and services to more than 20,000 customers in 30 countries.

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Job location: France – Paris or Sophia‑Antipolis (hybrid) or fully remote from Italy.

Responsibilities

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- Develop and maintain an effective business, sales, and marketing plan for the assigned territory.
- Manage and grow your portfolio of existing accounts, upsell and cross‑sell.
- Prospect and develop a new portfolio of clients with support from the Inside Sales and Marketing department.
- Address targeted prospects by convincing them of the benefits of our solutions, demonstrating their strategic use and value (ROI).
- Monitor the competitive landscape at your customers and in the market you develop.
- Manage a complex sales process (the sales cycle can be up to eight months).
- Leverage presales and customer‑success resources.




- Retain customers with strong interpersonal skills, establishing yourself as a true partner within their large organisation.
- Attend events (conferences, exhibitions) and represent the company at trade shows.
- Provide regular reporting focused on results and actions, and propose an ambitious business development plan to your manager.

Qualifications

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- Minimum 5 years of sales experience and account management, ideally selling legal services or SaaS platforms.
- Fluent in English and Italian; additional languages are a plus.
- Proven top performer with a track record of selling and closing transactions over 100K.
- Ability to interact with corporate and law‑firm clients, understand their IP needs, create tailored solutions, and grow revenue.
- Exceptional analytical, organisational, written, and verbal communication skills.
- Excellent listening, negotiation, and presentation skills.
- Can work independen

📌 Key Account Manager (Roma)
🏢 Questel
📍 Roma