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, CIO) within client institutions, and with other key stakeholders, including executive leadership, IT departments, and operational staff.
• Organizational Alignment & Value Realization: Proactively discern clients’ overarching strategies, challenges, and priorities; articulate and position Panopto’s LMS and/or VCMS solutions as critical enablers for achieving 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, including 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 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, and proactively implement solutions for improvement.
• 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, and 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 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, enabling articulation of 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, and forecasting and strategic planning tools.
• • Profound understanding of the unique operational, financial, and policy‑related dynamics within large organizations, paired with a results‑driven, entrepreneurial mindset focused on exceeding targets and delivering tangible value, thriving independently in fast‑paced, dynamic environments while fostering collaboration 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.

The Team:

You will be an integral part of a dynamic, high‑performing, and strategically focused team, reporting to the Director of Account Management. We operate with a customer‑obsessed mindset, working in close partnership with our Customer Experience and executive leadership teams to ensure our clients succeed and thrive with Panopto.

Equal Opportunity Employer

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.