Director of Sales & Account Management

The Director of Sales & Account Management, Japan for Patent & IP Services is a pivotal leadership role responsible for driving revenue growth, expanding market presence, and deepening client relationships across Japan. This individual will oversee sales activities across multiple service lines — including Patent Filing & Translation, IP Research & Patent Litigation, Patent Renewals, and IP Maintenance — while ensuring alignment with the company’s global strategy.

Working closely with the Vice Presidents of Product, Operations, and other senior leaders within RWS IP Services, this role will play a critical part in integrating sales excellence with operational efficiency and client success. The ideal candidate brings deep expertise in Japan’s patent and IP ecosystem, a proven record in sales & account management leadership, and the ability to drive collaboration across business units.

About Protect
 

We help Protect our customers’  ideas and innovations

Key Responsibilities

• Sales Leadership & Strategy

• • Develop and execute a comprehensive sales strategy for Japan across Patent Filing & Translation, IP Research & Patent Litigation, Patent Renewals, and IP Maintenance services.
  • Lead, mentor, and inspire a high-performing regional sales team to achieve and exceed revenue targets.
  • Partner with the marketing team to design and launch campaigns tailored to Japan’s IP market, building awareness and generating qualified leads.
  • Identify and pursue cross-selling opportunities across all RWS IP service lines to maximize client value and market penetration.

• Client Engagement & Account Management
  • Build and maintain strong relationships with key Japanese clients, law firms, and corporations by collaborating with Account Development and Key Account Management teams.
  • Ensure a deep understanding of client needs, industry trends, and regulatory environments specific to Japan’s IP landscape.
  • Lead major client negotiations and oversee long-term contract and partnership development.
  • Deliver tailored solutions that support clients throughout the full IP lifecycle including filing and translation to research, litigation, renewals, and maintenance.

• Collaboration & Cross-Functional Leadership
  • Work in close partnership with the Product and Operations teams to align client feedback, service delivery, and innovation roadmaps.
  • Collaborate with global business leaders to ensure consistency of messaging, pricing strategy, and go-to-market alignment across regions.
  • Provide internal training to enhance organizational understanding of Japan’s IP market and service offerings

• Revenue Management
  • Own and manage revenue targets across all patent and IP service lines in Japan.
  • Monitor performance metrics, analyze sales data, and adjust strategies to optimize growth and profitability.
  • Provide regular performance updates, forecasts, and insights to the global executive team.

• Marketing & Event Support
  • Support marketing initiatives through event participation, thought leadership contributions, and client-facing presentations.
  • Represent RWS IP Services at major industry events, conferences, and exhibitions across Japan to build brand recognition and thought leadership presence.

• Training & Development
  • Lead internal and client-facing training sessions focused on RWS’s IP service portfolio.
  • Mentor and develop team members to strengthen sales capabilities and ensure long-term success in the region.

Skills & Experience

• 10+ years of experience in a senior sales leadership role within the intellectual property, patent services, or related professional services sector.
• Strong understanding of Japan’s IP environment, including patent filing, translation, research, litigation, renewals, and maintenance processes.
• Proven success in leading teams and achieving or exceeding sales and revenue goals.
• Experience managing complex client relationships and long-term contracts in a cross-functional, multinational organization.
• Bilingual proficiency in Japanese and English strongly preferred.