Account Manager

Summary

Join Panopto, a rapidly growing company, as an Account Manager focusing on higher education and K-12 institutions. Manage and expand client relationships, primarily focusing on upselling and negotiating software renewals. This role requires strong sales skills, excellent communication, and the ability to thrive in a fast-paced environment. Responsibilities include client relationship management, upselling and cross-selling, software renewals, account planning and forecasting, and market research. The ideal candidate will have a Bachelor's degree (preferred), 5 years of relevant sales experience, and a proven track record of exceeding sales targets. Panopto offers a competitive salary (£50,000-£60,000) plus commission, with on-target earnings of £100,000, 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