Account Manager

Summary

Join Panopto as an Account Manager and manage and expand relationships with existing clients, focusing on upselling and software renewals. You will be responsible for achieving sales targets, developing account plans, conducting market research, and maintaining strong client relationships. This role requires strong sales orientation, exceptional communication skills, and experience in software sales within the higher education, K-12, or enterprise sectors. The position offers a competitive salary and commission, along with a comprehensive benefits package. Panopto is a remote-first company, offering flexible work arrangements.

Requirements

• 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)

Responsibilities

• 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
• 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
• 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
• 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
• 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

Preferred Qualifications

Bachelor's degree in business, marketing, or a related field

Benefits

• Competitive base pay
• Commission earnings
• Health insurance
• Flexible spending accounts
• Retirement savings plans
• Life and disability insurance programs
• Paid and unpaid time away from work
• Remote work