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Join Our Talent Community: Senior Strategic Account Manager, Corporate

4 months, 2 weeks ago
Anywhere, United States
Full-time
Senior
Account Manager
Sales and Business Development
Salesforce
Apply Now
Panopto

Panopto

Panopto is a leading video platform offering secure multimedia knowledge capture solutions for businesses and universities worldwide.

Media
51-250
Founded 2007
$8M raised
View All Jobs 12

Description

  • Develop and execute comprehensive strategic account plans for assigned clients to achieve client goals and drive Panopto revenue growth.
  • Cultivate and maintain long-term strategic relationships with C-suite and executive stakeholders (e.g., CTO, CIO) and other key decision-makers within client organizations.
  • Analyze clients' strategies, challenges, and priorities and position Panopto’s LMS and/or VCMS solutions as critical enablers of their operational and financial objectives.
  • Identify, qualify, and lead high-impact upsell and cross-sell opportunities and negotiate complex, high-value contracts and renewals.
  • Orchestrate cross-functional collaboration with Panopto’s executive leadership, Product, Marketing, Sales, and Customer Success teams to ensure successful delivery and value realization.
  • Track and analyze key account performance metrics, produce regular reports and insights for clients and internal management, and implement improvements.
  • Serve as the primary escalation point for complex customer challenges, advocating for clients and driving timely resolutions.
  • Maintain market and industry intelligence (trends, policy shifts, competitive dynamics, technology) to advise customer strategy and inform Panopto’s product roadmap.
  • Provide mentorship and high-level guidance to less experienced account team members to foster a culture of excellence.

Requirements

  • Bachelor’s degree in Business Administration, Marketing, Sales, SaaS Technology, or related field; MBA or Master’s degree highly preferred.
  • Minimum of 7 years of progressive experience in strategic account management or enterprise sales with proven success securing and expanding multi-million dollar accounts.
  • Extensive hands-on experience working with and influencing executive-level stakeholders within organizations using complex Learning Management Systems (LMS) and/or Video Content Management Systems (VCMS).
  • Demonstrated ability to develop and execute comprehensive account plans that drive significant business outcomes and revenue expansion.
  • Exceptional executive presence and advanced communication, negotiation, and presentation skills, including explaining complex technical and business concepts to C-suite audiences.
  • Proficiency with advanced CRM systems (e.g., Salesforce Enterprise Edition) and Customer Success platforms, including forecasting and strategic planning tools.
  • Proven track record negotiating and closing complex enterprise-level renewals and expansion proposals.
  • Ability to thrive independently in fast-paced, dynamic environments while collaborating across internal teams and functions.
  • Preferred: prior experience at an LMS or VCMS provider and documented success navigating complex procurement processes.

Benefits

  • Base salary range $110,000 - $120,000 USD per year.
  • Eligible for commission under the Sales Commissions Plan with total on-target earnings (OTE) of $200,000.
  • Opportunity to enroll in health insurance and flexible spending account programs.
  • Retirement savings plans and life and disability insurance programs.
  • Programs providing for both paid and unpaid time away from work (PTO).
  • Remote-first company with this role eligible to work remotely (may require occasional local office travel internationally where applicable).
  • Competitive total rewards package that is market-competitive for the industry and includes a commitment to pay equity (no salary negotiations beyond the established range).

Interested in this position?

Apply directly on the company website

Apply Now

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