Account Manager, Americas

Panopto

8d • $65,000 - $75,000 • Remote

About The Position

At Panopto, we are the most customer-centric learning technology company in the world. As the leader in visual and audio-based learning, we empower organizations to share knowledge effortlessly in a capture and post-capture world. We don’t just build software; we obsess over our users’ goals to deliver solutions that truly matter. Our mission is simple: to attract the brightest talent, people like you, to Elevate the Craft and do the most impactful work of your career.

As we continue to support growth and expansion, we are seeking a dynamic, results-driven Account Manager to join our team, focusing on the higher education, K-12 and enterprise industries.

In this role, you will have the opportunity to do the most impactful work of your career, elevating your craft while contributing to a team that values lifelong learning.

In this role, you will do the most impactful work of your career, elevating your craft while contributing to a team that values lifelong learning. As an Account Manager, you are the primary architect of our existing client relationships. You will lead the full renewal lifecycle and identify strategic expansion opportunities, ensuring our partners realize the maximum value of the Panopto platform. This role requires a proactive, sales-oriented mindset and the ability to turn complex technical needs into simple, elegant solutions for our customers. You'll also have opportunities to contribute to other initiatives that directly advance our core values and support you in elevating your craft.

Requirements

• Relationship Mastery: You have 5 years of experience in sales or account management (ideally in SaaS), with a proven track record of exceeding quotas through authentic relationship building.
• Clarity Over Complexity: You can take a complex software solution and articulate its value in a way that feels simple and essential to a client’s success.
• Operational Ownership: You are proficient with CRM tools and sales productivity stacks, using them to create clarity for yourself and the leadership team.
• Outcome-Oriented: You are self-motivated and thrive when given the independence to manage your territory and own your results.
• Adaptability: You are comfortable traveling up to 25% to meet our partners where they are and represent Panopto at industry events.
• Educational Baseline: A Bachelor’s degree in business or a related field provides the foundation, but your commitment to lifelong learning is what will make you successful here.

Responsibilities

• Software Renewals: Manage the software renewal process for assigned accounts, ensuring timely and successful contract renewals. Proactively engage with clients to discuss their current usage, address any concerns, and present upgrade options to ensure customer satisfaction and retention. Negotiate renewal terms, pricing, and contractual agreements in collaboration with the legal and finance departments.
• Upselling and Cross-Selling: Achieve assigned quarterly and annual sales targets by proactively identifying opportunities to upsell and cross-sell additional software licenses, modules, or services to existing clients. Conduct product demonstrations and presentations to showcase the value and benefits of recommended software enhancements. Collaborate closely with the sales and marketing teams to develop targeted strategies and campaigns to maximize upselling potential.
• Account Planning and Forecasting: Develop account plans and strategies to achieve upselling and renewal objectives. Monitor account usage and health, revenue performance, and customer satisfaction metrics regularly. Provide accurate sales forecasts and pipeline updates to management, leveraging CRM tools and reporting systems.
• Market Research and Competitive Analysis: Stay updated on industry trends, market dynamics, and competitive landscape within the corporations, higher education and K-12 sectors. Conduct market research and analysis to identify new business opportunities and potential target accounts. Collaborate with the marketing team to provide insights and contribute to the development of effective sales and marketing materials.
• Client Relationship Management: Develop and maintain strong relationships with key decision-makers and stakeholders in enterprise, higher education and K-12 institutions. Serve as the primary point of contact for assigned accounts, addressing customer inquiries, and providing excellent customer service. Understand clients' business needs, objectives, and challenges to identify upselling opportunities and position relevant software solutions.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level