About the Role
The Business Development Manager, Japan IP is responsible for acquiring new corporate customers and growing revenue from RWS intellectual property services in Japan. The primary focus is Patent Filing & Translation, with opportunities to introduce AI enabled translation and other relevant IP solutions as customer needs evolve.
This role owns the new business sales cycle, from targeted outreach and discovery through qualification, proposal and close. Working with Japan leadership, marketing, Solution Specialists and global delivery teams, the BDM brings customer insight into practical offerings and builds a sustainable pipeline in priority enterprise accounts.
About RWS IP Solutions
RWS IP Solutions is the world's leading provider of intellectual property support services. With over 60 years of experience, its leadership in high quality patent translations, foreign patent filing, IP research and patent renewal services is unrivalled. Combining expert patent translators and advanced technology ensures translations of the highest consistency and quality.
RWS helps streamline clients' internal processes, providing flexible, cost-effective foreign filing services reducing the administrative burden associated with protecting IP on a global scale. It offers patent renewals and recordals services, as well as the widest range of IP research services on the market. RWS IP Solutions supports its clients throughout the entire IP lifecycle, from concept to commercialisation. RWS clients include many of the world's best known brands, and 18 out of 20 of the world's largest patent filers.
Key Responsibilities
New Business Development
•Develop and execute account plans for priority Japanese corporations, building relationships with IP departments and other relevant decision makers.
•Secure first meetings through tailored outreach, events, referrals and marketing campaigns; create a credible reason for each prospect to engage.
•Identify foreign filing needs, translation volumes, service gaps, buying processes and the timing of potential opportunities.
Consultative Sales and Client Engagement
•Lead discovery conversations and qualify customer needs, budget, stakeholders, timing and competitive position.
•Shape and present proposals for Patent Filing & Translation, working with delivery teams to define scope, quality, pricing and implementation requirements.
•Manage negotiations and close new business; coordinate a clear handover to Account Management and Operations.
AI and IP Solution Opportunities
•Explore customers' use of AI translation and the implications for quality, terminology, security and workflows.
•Partner with Solution Specialists and global teams to develop relevant demonstrations, pilots and proofs of concept.
•Identify opportunities for other RWS IP services and technology, including Obviously, and bring market feedback to product teams.
Pipeline and Collaboration
•Maintain accurate opportunity data and forecasts in Salesforce, with clear next actions and realistic close dates.
•Work with marketing on account based campaigns, industry events and follow up activities that generate qualified demand.
•Share win and loss insights and customer feedback to improve positioning, proposals and the Japan go to market approach.
Skills & Experience
•Proven record of prospecting, qualifying and closing complex B2B sales with Japanese enterprises.
•Strong consultative selling, account planning, negotiation and pipeline management skills.
•Ability to engage stakeholders across IP, legal, procurement and technology functions.
•Native level Japanese and business level English; comfortable working in a global organization.
•Experience in patent services, translation, AI, language technology or enterprise software is preferred.
Personal Attributes
•Curious about customer workflows and able to turn discovery into clear commercial next steps.
•Persistent and disciplined in building new relationships and progressing opportunities.
•Collaborative, commercially minded and accountable for results.
