Associate Account Manager (Rochester)

**This is a direct opportunity with our partner and is not open to C2C. All candidates must be authorized to work in the US.

Job Summary

The Associate Account Manager partners with the sales team to drive pipeline growth, support strategic customer engagements, and develop consultative selling expertise within the intellectual property and innovation marketplace.

This role contributes throughout the sales cycle, including lead qualification, discovery conversations, product demonstrations, proposal development, account expansion opportunities, and renewal support. The Associate Account Manager will work closely with senior sales leaders to build expertise in the companies solutions, customer workflows, and enterprise sales strategy.

This position is designed for a motivated sales professional seeking long-term growth into increasingly strategic enterprise sales responsibilities.

KEY RESPONSIBILITIES

Prospect Engagement & Pipeline Development

• Utilize a structured outreach approach to qualify inbound and outbound opportunities through consultative discovery conversations and strategic follow-up cadences
• Identify customer business challenges, strategic initiatives, and opportunities aligned to solutions
• Support pipeline generation activities through prospecting, networking, marketing follow-up, and customer engagement efforts

Sales Cycle Support

• Partner with senior sales team members to manage opportunities throughout the sales cycle, from discovery and qualification through proposal development and deal progression
• Maintain accurate and timely CRM records, opportunity updates, forecasting information, and customer activity tracking
• Support account planning activities and contribute to territory growth initiatives

Customer Engagement

• Build and maintain strong customer relationships through proactive communication and high-quality customer interactions
• Support account renewal conversations, account expansion opportunities, and customer retention initiatives
• Collaborate with customers to understand organizational goals and align solutions to business outcomes

Product Demonstrations & Solution Selling

• Develop expertise in the client products, services, and innovation workflows
• Conduct introductory discovery calls and product demonstrations aligned to customer needs
• Learn to position the solutions within complex innovation, research, engineering, and intellectual property environments

Proposal Development & Sales Enablement

• Collaborate with sales leadership to prepare customer presentations, proposals, pricing quotes, and other sales materials
• Participate in internal sales strategy discussions, deal reviews, and account planning sessions
• Contribute to competitive positioning and customer messaging strategies

Cross-Functional Collaboration

• Partner with sales, marketing, customer success, and product teams to communicate customer feedback and support company growth initiatives
• Maintain alignment with company goals, vision, and customer success objectives

TECHNOLOGY / TOOLS

• Salesforce or similar CRM platforms
• Microsoft Office Suite, including Outlook, PowerPoint, Teams, and Excel
• LinkedIn Navigator, ZoomInfo, and related sales engagement tools preferred
• Familiarity with consultative sales methodologies such as MEDDIC preferred

LOCATION & TRAVEL

• Ability to travel as required for customer meetings, conferences, and industry events
• Estimated travel requirement of approximately 25–35%, with opportunities for increased customer-facing engagement over time

QUALIFICATIONS

Education & Experience

• Bachelor’s Degree preferred
• 3–7 years of experience in SaaS, consultative, or solution-based sales environments
• Experience with pipeline generation, customer engagement, and sales process management
• Demonstrated ability to build customer relationships and contribute to revenue growth initiatives
• Experience presenting software or technology solutions to business stakeholders preferred
• Exposure to innovation management, research, engineering, legal-tech, or intellectual property-related industries is a strong asset
• Compliance with ITAR/Export Control regulations, which can be demonstrated by US citizenship

Skills & Competencies

• Strong consultative communication and relationship-building skills
• Ability to learn complex technologies and articulate business value clearly
• Comfortable engaging with stakeholders across multiple organizational levels, including executive audiences
• Strong organizational skills with the ability to manage multiple priorities and opportunities simultaneously
• Collaborative mindset with the ability to work effectively across internal teams
• Self-motivated, coachable, and eager to grow within an enterprise sales environment
• Ability to understand customer business challenges and recommend value-driven solutions