Key Account Manager - Trademarks, Designs, Domains / Italian market

Note: Job location: France - Paris or Sophia-Antipolis (hybrid)

Questel's mission is to facilitate the development of innovation in an efficient, safe and sustainable way. We provide an integrated platform of software and services to meet all needs in terms of intellectual property and innovation management.

With more than 20,000 customers in 30 countries, Questel has become a world leader whose IT expertise is recognised throughout the world and is reflected in all its offerings.

Our company, supported by first-class investment funds and based on strong values of entrepreneurship, respect and honesty, pursues both a strategy of strong growth and a commitment to social and environmental responsibility.

As part of our EMEA Sales Team, reporting directly to the EMEA Sales Director - Trademarks, Designs & Domains, you are in charge of developing and retaining your customer portfolio in Italy. Using your knowledge and understanding of our clients’ needs, the geographic market, and the IP industry at large, you will aim at building trust and credibility. Your action will focus on:

• Developing and maintaining an effective business, sales, and marketing plan for the assigned territory
• Managing and growing your portfolio of existing accounts, up‑and cross‑selling
• Prospecting and developing a new portfolio of clients (support from an inside sales and marketing team)
• Addressing targeted prospects through convincing of the benefit of our solutions, showing its strategic use and demonstrating its value (ROI)
• Monitoring the competitive landscape at your customers and in the market you develop
• Managing a complex sales process (depending on complexity, your sales cycle can be up to 8 months)
• Leveraging presales and customer‑success resources
• Retaining customers by your interpersonal skills, establishing yourself as a true partner within your large customers’ organization
• Attending events (conferences, exhibitions…) and representing the company at trade shows
• Providing regular reporting focusing on results and actions, proposing an ambitious business development plan to the manager

Ideal Candidate

• Minimum 5 years of sales experience and account management ideally selling Legal Services or SaaS platforms
• Language skills: fluent in English and Italian; any additional language is a plus
• Proven top performer with a track record of selling and closing transactions over 100K service
• 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
• Ability to work independently in a mostly remote, regionally distributed environment with minimal supervision
• Demonstrated ability to communicate, present, and influence credibly and effectively at all levels of an organisation, including executive and C‑level contacts
• Commitment to responsiveness and professionalism in managing client expectations and internal collaboration
• Training in “solution” or “customer‑centric” selling
• Completely at ease to report, forecast and plan activity using a CRM

What We Offer

• Full‑time, permanent position
• Best of both worlds: dive into agility and growth in a dynamic setting, supported by structured onboarding and continuous learning for your success
• Thrive in a flat hierarchy that champions courtesy, honesty, and courage
• Compensation: competitive package including a very attractive uncapped commission plan
• Work with a diverse range of prestigious international clients (Fortune 500, CAC40 etc.)
• International teams: offices in the USA, EMEA and APAC
• Company, products and services are highly recognised in its market worldwide

Driven by values of entrepreneurship, respect, and integrity, Questel is committed to growth and social responsibility. We foster an inclusive, equitable workplace where all feel respected and empowered, regardless of background. Questel is an Equal Opportunity Employer, considering all qualified applicants without discrimination based on race, colour, religion, sex, sexual orientation, gender identity, national origin, veteran status, disability, or other protected factors.