Licensing Manager – B2B Sales & Strategic Accounts

About the role

The Licensing Manager role offers an opportunity to lead strategic B2B sales and licensing initiatives across the academic and research market. The role is responsible for developing high‑value customer relationships, managing complex licensing negotiations, and identifying new business and revenue growth opportunities across Springer Nature’s portfolio.

Key responsibilities

• Drive customer growth, retention, cross‑selling, upselling and expansion to exceed revenue targets.
• Build and maintain trusted relationships with senior stakeholders in academic institutions, research organisations, government agencies and consortia.
• Own the full sales cycle from opportunity identification through negotiation, contracting, implementation, renewal and expansion.
• Use market, customer and competitive intelligence to shape business and sales strategies.
• Communicate complex value propositions through presentations, business reviews and product demonstrations.

Required profile

• Bachelor’s degree or equivalent.
• Minimum 5 years of successful B2B sales, business development or account management experience, preferably in publishing or knowledge‑based industries.
• Proven experience managing complex institutional sales cycles and negotiating high‑value licensing agreements.
• Fluent in English, both written and spoken, with willingness to travel regularly within the territory.

Required skills

• Salesforce CRM.
• Advanced Excel.
• Experience with consultative sales methodologies such as SPIN.