Account Manager

Summary

Join Panopto, a rapidly growing company, as an Account Manager focusing on higher education and K-12 institutions. You will be responsible for managing existing client relationships, driving upselling and cross-selling of software licenses, and ensuring timely software renewals. This role requires strong sales skills, excellent communication, and the ability to work independently. You will develop account plans, conduct market research, and collaborate with various teams. The position offers a competitive salary, commission, and a comprehensive benefits package.

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 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 10% to client sites or industry events (as required)

Responsibilities

• Develop and maintain strong relationships with key decision-makers and stakeholders in 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, targets, and obstacles to identify upselling opportunities and position relevant software solutions
• 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
• 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 obligations in partnership with the legal and finance departments
• Develop account plans and strategies to achieve upselling and renewal targets
• 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 lucrative landscapes within the 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

Benefits

• Health insurance
• Flexible spending accounts
• Retirement savings plans
• Life and disability insurance programs
• Programs that provide for both paid and unpaid time away from work
• Commission earnings per the Sales Commissions Plan with an on-target-earnings of £100,000 GBP