|Intellectual Property, Patent Sales and Licensing Business Development Manager
Palo Alto, CA, USA
February 23, 2015
Hewlett Packard Co.
||HP is a company focused on innovation and invention. Since its founding in the legendary Palo Alto garage in 1939 and now with the addition of the combined inventions of Compaq Computer Corp., Digital Equipment Corp., Tandem Computer and others, HP's intellectual property (IP) portfolio has grown to comprise some of the seminal IP of the computing and information technology (IT) industries.|
By leveraging HP's strong global leadership position and rich heritage in the IT industry, our high-quality portfolio of more than 37,000 patents, along with our specialist know-how, world-class business practices, innovative technology and trusted HP brand can help HP businesses achieve new successes. HP's Intellectual Property Sales & Licensing group is responsible for maximizing the commercial success that HP businesses can gain from HP's IP assets, including technology, patents, brand, trademarks and copyrights.
The Patent Sales & Licensing Business Development Manager works with a broad cross section of engineering, business, finance and high level legal professionals, both within and outside HP to structure, craft and close patent sales and licensing transactions with the objective of realizing the best available strategic and financial value for HP Intellectual Property assets and operational businesses. Candidates for this position should be able to develop and implement go-to-market strategies and business models, engage external prospects and identify, develop, negotiate, drive and close patent sales & licensing opportunities.
•Manage all aspects of a patent portfolio sales life cycle, including preparation of initiatives and marketing materials, building industry contacts, negotiating and closing deals. Segment patent offerings and determine/manage direct and indirect sales channels. Maintain complex patent sales data repositories of patent sales case assets in leading productivity tools. Familiarity with Access data base and Innography desirable.
•Gather information regarding corporate structures, industry alliances and HP relationships of prospects. Comprehend and interpret financial, marketing, competitive intelligence and other business information, including understanding a prospect’s business strategies, product offerings, decision making processes and hierarchies as well as the personalities and motivations of key decision makers and deal negotiators. Propose patent asset offerings, highlighting value of patents, negotiate and close patent sales agreements in a timely manner.
•Research information relating to the products and services of candidate buyers to determine the applicability of HP's patents in order to understand how the candidate buyers might respond to an offer of HP patents.
•Marshal internal HP resources (technical, business, legal) from various organizations to lead or participate in teams doing strategic IP-involved deals including acquisitions, divestitures, licenses, cross-licenses, trademark and copyrights.
•Effectively negotiate with business and legal leaders of third parties for profitable closure of monetization engagements.
•The Patent Sales & Licensing Business Development Manager will work with various HP Business Units, to develop a comprehensive monetization strategy and programs to support and complement HP’s Business Units.
In summary - the Patent Sales & Licensing Business Development Manager will craft intellectual property strategies, primarily in the area of patent sales and licensing and secondarily in other strategic monetization programs, to directly advance critical HP business unit objectives and successfully negotiate complex HP monetization agreements with executive level professionals in the areas of IP, business and law.
•3-5 years relevant experience in business development and/or intellectual property
•Advanced degree (e.g., MBA, JD, PhD) or demonstrable equivalent preferred
•Prior experience with patents (as a patent attorney, litigation attorney or patent monetization) strongly preferred
•Excellent analytical thinking, analysis and problem solving skills
•Ability to communicate abstract ideas clearly and independently
•Advanced business acumen, technical knowledge and extensive knowledge in applications and technologies
•Excellent verbal and written communication skills, including negotiation, presentation, and influence
•Superior group facilitation, interviewing, and influence skills
•Excellent project management skills, including project structuring and managing multiple work streams independently
•Strong relationship management skills, including partnering and consulting
•Strong leadership skills, including coaching, teambuilding, conflict resolution, and management
•Ability to identify and draw on leading-edge analytical tools and techniques to develop creative approaches and new insights to business issues
•Ability to independently draft and present client deliverables, recommendations, and communications strategies