Senior Strategic Account Manager

Summary

Join Panopto as a Senior Strategic Account Manager and cultivate lasting relationships with key higher education clients. Develop and execute strategic account plans, focusing on achieving client goals and driving revenue growth. Proactively understand client needs and align Panopto's solutions with their objectives. Identify and pursue upselling and cross-selling opportunities. Collaborate with internal teams to ensure seamless client experiences. Track key performance metrics and provide regular reports. Resolve client issues effectively. Maintain a strong understanding of the higher education landscape. This role requires a Bachelor's degree, 7+ years of experience in account management or sales within higher education, and proven success in exceeding client expectations.

Requirements

• Bachelor's degree in Business Administration, Marketing, Sales, Education Technology, or a related field
• Minimum of 7 years of experience in account management or sales, with a significant focus on the higher education market
• Demonstrable experience working with higher education institutions utilizing Learning Management Systems (LMS) and/or Video Content Management Systems (VCMS) is essential
• Proven track record of building and maintaining strong, strategic relationships with clients while exceeding key metrics
• Excellent communication, presentation, and interpersonal skills, with the ability to effectively communicate with diverse stakeholders
• Strong strategic thinking, analytical, and problem-solving abilities
• Proven ability to identify and pursue growth opportunities within existing accounts
• Experience with CRM and Customer Success software (e.g., Salesforce) and other relevant sales and account management tools
• Deep understanding of the unique needs and challenges of higher education institutions
• Results-oriented with a strong focus on achieving and exceeding targets
• Ability to work independently and as part of a collaborative team

Responsibilities

• Develop and execute comprehensive strategic account plans for assigned higher education clients, focusing on achieving client goals and driving revenue growth for Panopto
• Establish and maintain strong, long-term relationships with key stakeholders at all levels within client institutions, including executive leadership, IT departments, and academic staff
• Proactively understand clients' evolving needs, challenges, and strategic priorities related to their use of LMS and/or VCMS solutions
• Effectively articulate the value proposition of our LMS and/or VCMS offerings and align our solutions with clients' specific requirements and objectives
• Identify and pursue opportunities for upselling and cross-selling our products and services within existing accounts to achieve and exceed revenue targets
• Work closely with internal teams, including Sales, Marketing, Product Development, Customer Success, and Support, to ensure seamless client experiences and successful project delivery
• Track and analyze key account performance metrics, providing regular reports and insights to both clients and internal management. Identify areas for improvement and proactively implement solutions
• Serve as the primary point of escalation for client issues, working diligently to understand, address, and resolve concerns in a timely and effective manner
• Maintain a strong understanding of the higher education landscape, including trends, challenges, and the competitive environment, particularly within the LMS and VCMS sectors
• Participate in renewal negotiations and present proposals for additional products and services
• Provide guidance and support to junior account management team members, as needed

Preferred Qualifications

• Master's degree preferred
• Previous experience working directly for an Education-focused LMS or VCMS provider

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 a total on-target-earnings of $200,000 as part of the compensation package