Job description

About This Opportunity: 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 Account Managers future opportunities. If this sounds like you, we’d love to hear from you! Grow Your Career as an Account Manager at Panopto! Are you a relationship-driven professional looking to make a real impact with our customers? As an Account Manager, you’ll play a vital role in strengthening and expanding our client relationships. You’ll be able to drive revenue growth through strategic upselling and software renewals while ensuring our customers continue to realize value from our offerings. 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... Work You’ll Do: Software Renewals: Manage the software renewal process for assigned accounts, ensuring timely and successful contract renewals. Proactively engage with clients to drive adoption and usage and address concerns while ensuring customer satisfaction and retention. Negotiate renewal terms, pricing, and contractual agreements in partnership 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 modules and 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 up-to-date on industry trends, market dynamics, and the competitive landscape across corporate learning & development and higher education. 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. Required Qualifications: Bachelor's degree in business, marketing, or a related field (preferred). 5 years of sales or account management experience, preferably in the software industry or within the enterprise, higher education/K-12 markets. Proven track record of meeting or exceeding sales targets and quotas. Strong negotiation, presentation, and communication skills. Excellent relationship-building and customer service abilities. Ability to understand complex software solutions and articulate their value to clients. Proficiency in using CRM software and sales productivity tools. Self-motivated, goal-oriented, and able to work independently. Willingness to travel up to 25% to client sites or industry events (as required). Ability to take on other duties to help drive our vision, mission and align with our organization’s values. The Team: As part of a dynamic and collaborative team, Account Managers play an important role in ensuring customer success and long-term retention. Under the supervision of the Director of Account Management, the Account Manager works alongside Customer Support, RevOps, Professional Service, and Implementation teams to ensure our customers have an amazing experience. Join Panopto and be part of an exciting journey where you’ll have the chance to make a real impact on the company's success and growth. If you excel in communication with a vigorous sales orientation mindset, we encourage you to apply. Company Overview: Panopto is a fast-growing, innovative company backed by a leading private equity firm and we are on a mission to revolutionize learning and knowledge sharing. With a dedicated team of 200+ professionals, we’re empowering institutions and organizations globally through our cutting-edge on-demand video platforms, enabling companies to share knowledge and inspire growth. Consider joining us and becoming part of a team that’s shaping the future of interactive video! Our People and Culture: 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. Our Purpose: 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, religion, sex, marital status, sexual orientation, gender identity or expression, national origin, age, disability or protected veteran status, or any other legally protected criteria, in accordance with applicable law. Panopto is committed to providing reasonable accommodation to applicants with disabilities. If you require accommodation for interviewing or otherwise participating in the employee selection process, please provide more detail on how we can further support you by reaching out to the Employee Experience department. Hybrid, US : Candidates looking for flexible or remote-friendly positions are encouraged to apply. Panopto is proud to be a remote-first company. Employees in this position are eligible to work remotely. Still, they must make regular trips to the Pittsburgh office, located on the north side of Pittsburgh along the Three Rivers Heritage Trail with quick access to downtown. Remote, US: Candidates looking for flexible or remote-friendly positions are encouraged to apply. Panopto is proud to be a remote-first company. Employees in this position are eligible to work remotely. Remote, International: Candidates looking for flexible or remote-friendly positions are encouraged to apply. Panopto is proud to be a remote-first company. Employees in this position are eligible to work remotely. Still, they may make regular trips to the local international office from time to time, where applicable.

Requirements

Must-haves

5 years of sales or account management experience, preferably in the software industry or within the enterprise, higher education/K-12 markets.
Proven track record of meeting or exceeding sales targets and quotas.
Strong negotiation, presentation, and communication skills.
Excellent relationship-building and customer service abilities.
Ability to understand complex software solutions and articulate their value to clients.
Proficiency in using CRM software and sales productivity tools.
Self-motivated, goal-oriented, and able to work independently.
Willingness to travel up to 25% to client sites or industry events (as required).
Ability to take on other duties to help drive our vision, mission and align with our organization’s values.
Panopto is an Equal Opportunity Employer.
Remote, US: Candidates looking for flexible or remote-friendly positions are encouraged to apply. Panopto is proud to be a remote-first company. Employees in this position are eligible to work remotely.

Nice-to-haves

Bachelor's degree in business, marketing, or a related field (preferred).

Application prep

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Benefits

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Vision

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