Join Our Talent Community: Senior Strategic Account Manager, Corporate - Remote Eligible

Join Our Talent Community: Senior Strategic Account Manager, Corporate

Panopto is a dynamic and rapidly growing company backed by a leading private equity firm. With a team of approximately 200 dedicated professionals, we are committed to empowering learners with interactive video.

We are always on the lookout for exceptional talent to join our team! While we may not have an immediate opening for this role, we are proactively building a pool of talented professionals for upcoming opportunities. We're excited to connect with passionate, results-driven individuals for Senior Strategic Account Manager, Corporate future opportunities. If this sounds like you, we'd love to hear from you!

Grow Your Career as a Senior Strategic Account Manager, Corporate at Panopto! Are you a highly accomplished and strategically-minded Senior Strategic Account Manager looking to make a real impact on our customers? As a Senior Strategic Account Manager, you will play a pivotal role establishing and expanding enduring partnerships with our most strategic commercial and enterprise clients, predominantly those leveraging our cutting-edge Learning Management Systems (LMS) and/or Video Content Management Systems (VCMS).

You will serve as a trusted advisor to executive leadership within these organizations, deeply comprehending their institutional priorities, evolving challenges, and long-term strategic objectives. Your core purpose will be to architect and execute comprehensive strategic engagement plans that not only maximize the value our customers receive from our solutions but also drive significant, sustainable revenue growth for Panopto. This role demands a proactive, visionary pioneer with an exceptional track record of exceeding client expectations, accelerating account expansion, and fostering synergistic collaboration across all levels of our organization.

If you thrive in a fast-paced environment, have a passion for creating value for customers, and excel at building relationships, this role may be your opportunity to fuel your success. You'll work with a dynamic team, evolve your skills, and contribute to a company that values innovation and customer success.

In this role, you will:

• 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.

Required Qualifications:

• 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.

Preferred Qualifications:

• Prior experience in a forward-thinking role within an LMS or VCMS provider.
• Documented success in navigating complex procurement processes within commercial and enterprise organizations.

$110,000 - $120,000 a year

The salary range for this position is $110,000 - $120,000 USD per year. This position is also eligible for commission earnings per the Sales Commissions Plan with a total on-target-earnings of $200,000 as part of the compensation package. Base pay offered may vary depending on various factors, including, but not limited to: job-related knowledge, skills, experience, and other eligibility factors such as geographic location. The Total Rewards package includes competitive base pay and an opportunity to enroll in a variety of benefit programs such as health insurance, flexible spending accounts, retirement savings plans, life and disability insurance programs, and programs that provide for both paid and unpaid time away from work. At Panopto, we know that great people make an organization great. We value our people and offer employees benefits that are market-competitive for our industry. Learn more about what working at Panopto can mean for you.

At Panopto, our commitment to pay equity and transparency is unwavering. We do not engage in salary negotiations beyond the established range to maintain fairness and prevent potential pay disparities among team members based on negotiation strategies.

You will be an integral part of a dynamic, high-performing and strategically focused team, reporting to the Director of Account Management. We operate with a customer-obsessed mindset, working in close partnership with our Customer Experience and executive leadership teams to ensure our clients not only succeed but thrive with Panopto.

Join Panopto and be part of an exciting journey where you'll become a key architect of our growth trajectory, directly influencing the success of our customers. If you possess a vigorous strategic orientation and a passion for driving impactful executive-level relationships, we invite you to apply.

Panopto's mission is to help anyone share knowledge using video. Our user base is as diverse as the world's universities and businesses. Panopto's commitment to fostering a diverse, equitable, and inclusive culture empowers each member of our team to express their authentic selves, contribute their distinct perspectives and make a meaningful impact both individually and collectively. This inclusive environment not only encourages creativity and the free exchange of ideas but also harnesses the power of varied viewpoints. As a result, we are better equipped to tackle our most intricate challenges, leveraging the wealth of different experiences and backgrounds within our team. This collaborative spirit not only drives us towards effective solutions but also fuels our drive to continually improve and innovate, ultimately enhancing the quality of our products and services. It's what sets Panopto apart as a unique and rewarding place to work.

We believe that video can have a transformative effect on learning. So we built a video knowledge management platform that helps businesses and universities improve the way that they train, teach, and share knowledge. Since 2007, we have been a pioneer in video capture software, video management, and inside-video-search technology. Panopto has been adopted by more than 1,500 companies and universities worldwide with over ten million end users. Today, Panopto's knowledge management platform is the largest repository of expert learning videos in the world. A proud remote-first company, Panopto is headquartered in Pittsburgh, with offices in London, Hong Kong, Singapore, and Sydney, and has received industry recognition for its innovation, rapid growth, and company culture.

Panopto is an Equal Opportunity Employer. We value and encourage diversity and solicit applications from all qualified individuals which will receive consideration for employment without regard to race, color