Join Our Talent Community: Senior Strategic Account Manager, Corporate

Work you’ll do:

Strategic Account Management: Develop and execute comprehensive strategic account plans for assigned clients, focusing on achieving client goals and driving revenue growth for Panopto.

Relationship Building: Cultivate and maintain robust, long-term strategic relationships with key C-suite and executive stakeholders (e.g., CTO, CIOs,) within client institutions. Establish and maintain influential, long-term relationships with other key stakeholders, including executive leadership, IT departments, and operational staff.

Organizational Alignment & Value Realization : Proactively discern clients' overarching strategies, challenges, and priorities. Expertly articulate and position Panopto's LMS and/or VCMS solutions as critical enablers for achieving their operational, and financial objectives.

Revenue Acceleration & Growth: Identify, qualify, and lead high-impact opportunities for significant upsell and cross-sell of Panopto's products and services, consistently exceeding ambitious revenue targets. This includes negotiating complex, high-value contracts.

Cross-Functional Collaboration: Engage with internal teams, orchestrating seamless collaboration with Panopto's executive leadership, Product Development, Marketing, Sales, and Customer Success teams to ensure exceptional customer experiences and the successful realization of strategic initiatives.

Performance Monitoring & Reporting: 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.

Complex Problem Solving & Advocacy: Serve as the ultimate escalation point for complex customer challenges, demonstrating an unwavering commitment to understanding, resolving, and advocating for client needs with speed and efficacy.

Thought Leadership & Market Intelligence: Maintain a profound understanding of industry landscapes, including emergent trends, policy shifts, competitive dynamics, and technological advancements within the LMS and VCMS sectors. Leverage this expertise to guide customer strategies and inform Panopto's product roadmap.

Enterprise-Level Negotiations: Lead and successfully close complex enterprise-level renewal agreements and expansion proposals, demonstrating superior negotiation and presentation skills.

Mentorship: Provide high-level guidance and mentorship to less experienced team members, fostering a culture of excellence in strategic account management.

Required Qualifications:

Bachelor's degree in Business Administration, Marketing, Sales, SaaS Technology, or a related field. MBA or Master's degree is highly preferred.

Minimum of 7 years of progressive experience in strategic account management or enterprise sales, with a proven track record of securing and expanding multi-million dollar accounts.

Extensive, hands-on experience working with and influencing executive-level stakeholders utilizing complex Learning Management Systems (LMS) and/or Video Content Management Systems (VCMS).

Exceptional executive presence and highly developed communication, negotiation, and presentation skills, with the ability to articulate complex technical and business concepts to diverse audiences, including C-suite executives.

Exceptional strategic thinking, financial acumen, and analytical capabilities, with a proven ability to develop and execute comprehensive account plans that drive significant business outcomes within existing accounts.

Proficiency with advanced CRM (e.g., Salesforce Enterprise Edition) and Customer Success platforms, along not be limited to forecasting and strategic planning tools.

Possess a profound understanding of the unique operational, financial and policy-related dynamics within large organizations, paired with a results-driven, entrepreneurial mindset focused relentlessly on exceeding targets and delivering tangible value. Demonstrating the ability to thrive independently in fast-paced, dynamic environments while fostering collaborative success across internal teams.

Preferred Qualifications:

Prior experience in a Forward-thinking role within an LMS or VCMS provider.

Documented success in navigating complex procurement processes within commercial and enterprise organizations.