Job Details

Account Manager, Americas

Panopto

Job Description

Company Overview:

Panopto is a dynamic and rapidly growing company backed by a leading private equity firm. With a team of approximately 200 dedicated professionals, we are committed to empowering learners with interactive video.

As we continue to support growth and expansion, we are seeking a dynamic, results-driven Account Manager to join our team, focusing on the higher education, K-12 and enterprise industries.

Position Summary:

As an Account Manager, you will be responsible for managing and expanding relationships with our existing clients, with a primary focus on upselling and negotiating software renewals. This position requires a strong sales orientation, exceptional communication skills, and the ability to thrive in a fast-paced software company environment. Other responsibilities may be assigned to help drive our vision and mission to alignment with our organization’s values.

Work you’ll do:

In this role, you will

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.

Upselling and Cross-Selling: 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.

Software Renewals: 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.

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 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.

The Team:

As part of a dynamic and collaborative team under the supervision of the Director of Account Management, the Account Manager works alongside Customer Success Managers and Senior Account Managers.

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).

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.

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.

CRM Account Management