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Panopto · 5 months ago

Join Our Talent Community: Senior Strategic Account Manager, Corporate

United States

Full-time

Remote

Mid, Senior Level

$110K/yr - $120K/yr

7+ years exp

Panopto is a leader in visual and audio-based learning, empowering learners with interactive video. They are seeking a Senior Strategic Account Manager to establish and expand partnerships with strategic commercial and enterprise clients, focusing on maximizing customer value and driving revenue growth.

Enterprise SoftwarePresentationsSoftwareVideo

Responsibilities

Develop and execute comprehensive strategic account plans for assigned clients, focusing on achieving client goals and driving revenue growth for Panopto

Cultivate and maintain robust, long-term strategic relationships with key C-suite and executive stakeholders (e.g., CTO, CIOs,) within client institutions. Establish and maintain influential, long-term relationships with other key stakeholders, including executive leadership, IT departments, and operational staff

Proactively discern clients' overarching strategies, challenges, and priorities. Expertly articulate and position Panopto's LMS and/or VCMS solutions as critical enablers for achieving their operational, and financial objectives

Identify, qualify, and lead high-impact opportunities for significant upsell and cross-sell of Panopto's products and services, consistently exceeding ambitious revenue targets. This includes negotiating complex, high-value contracts

Engage with internal teams, orchestrating seamless collaboration with Panopto's executive leadership, Product Development, Marketing, Sales, and Customer Success teams to ensure exceptional customer experiences and the successful realization of strategic initiatives

Track and analyze key account performance metrics, providing regular reports and insights to both clients and internal management. Identify areas for improvement and proactively implement solutions

Serve as the ultimate escalation point for complex customer challenges, demonstrating an unwavering commitment to understanding, resolving, and advocating for client needs with speed and efficacy

Maintain a profound understanding of industry landscapes, including emergent trends, policy shifts, competitive dynamics, and technological advancements within the LMS and VCMS sectors. Leverage this expertise to guide customer strategies and inform Panopto's product roadmap

Lead and successfully close complex enterprise-level renewal agreements and expansion proposals, demonstrating superior negotiation and presentation skills

Provide high-level guidance and mentorship to less experienced team members, fostering a culture of excellence in strategic account management

Qualification

Strategic Account ManagementExecutive Relationship BuildingLearning Management Systems (LMS)Video Content Management Systems (VCMS)Enterprise-Level NegotiationsAdvanced CRM ProficiencyStrategic PlanningAnalytical CapabilitiesCommunication SkillsNegotiation SkillsMentorship

Required

Bachelor's degree in Business Administration, Marketing, Sales, SaaS Technology, or a related field. MBA or Master's degree is highly preferred

Minimum of 7 years of progressive experience in strategic account management or enterprise sales, with a proven track record of securing and expanding multi-million dollar accounts

Extensive, hands-on experience working with and influencing executive-level stakeholders utilizing complex Learning Management Systems (LMS) and/or Video Content Management Systems (VCMS)

Exceptional executive presence and highly developed communication, negotiation, and presentation skills, with the ability to articulate complex technical and business concepts to diverse audiences, including C-suite executives

Exceptional strategic thinking, financial acumen, and analytical capabilities, with a proven ability to develop and execute comprehensive account plans that drive significant business outcomes within existing accounts

Proficiency with advanced CRM (e.g., Salesforce Enterprise Edition) and Customer Success platforms, along not be limited to forecasting and strategic planning tools

Possess a profound understanding of the unique operational, financial and policy-related dynamics within large organizations, paired with a results-driven, entrepreneurial mindset focused relentlessly on exceeding targets and delivering tangible value. Demonstrating the ability to thrive independently in fast-paced, dynamic environments while fostering collaborative success across internal teams