Senior Director, Strategic Account and IP Management

Senior Director, Strategic Account and IP Management Add expected salary to your profile for insights The Hong Kong Applied Science and Technology Research Institute (ASTRI) was founded by the Government of the Hong Kong Special Administrative Region in 2000 with the mission of enhancing Hong Kong’s competitiveness through applied research. ASTRI’s core R&D competence in various areas is grouped under five Technology Divisions: Communications Technologies, Artificial Intelligence and Trust Technologies, Advanced Electronic Components and Systems, IoT Sensing and AI Technologies, and Intelligent Perception and Control Technologies. It is applied across six core areas which are Smart City, Financial Technologies, New Industrialisation and Intelligent Manufacturing, Digital Health, Application Specific Integrated Circuits, and Metaverse. Over the years, ASTRI has nurtured a pool of research, I&T talents and received numerous international awards for its pioneering innovations as well as outstanding business and community contributions. ASTRI has transferred about 1,600 technologies to the industries and has been granted close to 1,200 patents in the Mainland, the United States, and other countries. To support our constant endeavour to position Hong Kong as a world-class smart city and an international hub of innovation and technology, we are seeking qualified professionals to fill the following position(s): Job Responsibilities Drive revenue growth through key account management, foster local and global client relationships, and manage cross-border applied research collaborations. Explore opportunities for new ventures, including spin-offs, through licensing, business planning, funding strategies, and investor readiness. Identify, safeguard, and commercialise innovations from ASTRI’s R&D platforms, including patents, trademarks and data. Analyze market trends and competitive landscapes to prepare sales strategies and ensure compelling proposals that meet client needs and pursue new revenue streams for ASTRI. Design and implement effective strategic account management and sales strategies that include client engagement, networking, and marketing initiatives. Leverage existing client relationships to introduce ASTRI's new offerings while identifying opportunities for upselling and cross-selling. Develop channel partnership strategies by creating and implementing strategies tailored to partner types and market segments to commercialize ASTRI’s technology. Identify, recruit and onboard new partners to expand ASTRI’s partnership network. Collaborate closely with internal teams and external partners to develop and deliver innovative solutions based on ASTRI's research technologies and market trends/needs. Establish competitive pricing strategies for solutions proposed by ASTRI, ensuring alignment with business objectives. Lead team to achieve targets established by the Management. Acquire comprehensive knowledge of tech-related R&D projects to communicate value propositions to potential partners/clients effectively. Job Requirements Bachelor’s degree with a minimum of 15 years of solid experience in sales, marketing, business development, or channel management in the technology sector. Candidates with less experience will be considered for Director. Strong business development experience across Hong Kong, Mainland China, ASEAN countries, and international markets. Proven ability to sell innovative solutions and ideas, blending technical, legal, and business skills. Demonstrated experience working with C-level executives to promote research technologies and develop joint research projects. Proven experience in leading a business development team to deliver results in the technology sector. Track record in identifying and capitalising on new markets, developing business models, and applying value selling techniques, complemented by excellent pitching skills and multi-level stakeholder management. Strong industrial knowledge of the local ICT industry is a must. Senior-level experience in MNC vendors or service providers is a must. Strong client relationships in the FSI and transportation industries. Knowledge of IP trading and experience in spin-off setup is preferred. Familiarity with emerging technologies such as FinTech, Artificial Intelligence, Security, and Data Science is advantageous. Excellent command of English, Putonghua, and Cantonese. Keen interest in new technologies, combined with sharp business acumen and a strategic mindset. Lives ASTRI values. The appointment will be on renewable contract terms with a competitive salary and performance-linked variable pay. Fringe benefits include paid leave, medical, insurance coverage and contribution to MPF. The incumbent will normally work a five-day week. For interested parties, please submit your application with detailed CV within two weeks of the post date. Applicants are encouraged to submit their applications as soon as possible. The review of applications will continue until the post is filled. The resume should not include any sensitive personal information such as ID card no. or travel document number, etc. Position offer is subject to the applicant’s experience and academic qualification. Only short-listed candidates will be notified. ASTRI reserves the right not to fill the position. ASTRI is an Equal Opportunities Employer. Personal data provided by job applicants will be used exclusively for recruitment only. 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