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.
At Panopto, we believe video can be a powerful catalyst for learning. Our mission is to help anyone share knowledge using video. As a leader in video content management and recording solutions for education and the enterprise, we empower millions of users at hundreds of institutions and organizations around the world to capture, manage, and share content with ease.
We’re backed by a leading private equity firm, scaling rapidly, and building a team of people who are passionate about technology, learning, and customer success. We are seeking a highly motivated and experienced Senior Strategic Account Manager to join our dynamic team and drive success within our key higher education accounts.
Position Summary:
We’re hiring a Senior Strategic Account Manager to join our Account Management team, reporting to the Director, Account Management. As a Senior Strategic Account Manager, you will be responsible for cultivating and expanding relationships with a portfolio of strategic higher education clients, primarily those utilizing Learning Management Systems (LMS) and/or Video Content Management Systems (VCMS). You will serve as a trusted advisor, deeply understanding their unique needs and challenges, and developing strategic plans to maximize their success with our solutions. This role requires a proactive individual with a proven track record of exceeding client expectations, driving account growth, and collaborating effectively across internal teams.
In this role, you will…
Work you’ll do:
- Strategic Account Management: Develop and execute comprehensive strategic account plans for assigned higher education clients, focusing on achieving client goals and driving revenue growth for Panopto.
- Relationship Building: Establish and maintain strong, long-term relationships with key stakeholders at all levels within client institutions, including executive leadership, IT departments, and academic staff.
- Needs Assessment: Proactively understand clients’ evolving needs, challenges, and strategic priorities related to their use of LMS and/or VCMS solutions.
- Solution Alignment: Effectively articulate the value proposition of our LMS and/or VCMS offerings and align our solutions with clients’ specific requirements and objectives.
- Account Growth: Identify and pursue opportunities for upselling and cross-selling our products and services within existing accounts to achieve and exceed revenue targets.
- Collaboration: Work closely with internal teams, including Sales, Marketing, Product Development, Customer Success, and Support, to ensure seamless client experiences and successful project delivery.
- 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.
- Problem Resolution: Serve as the primary point of escalation for client issues, working diligently to understand, address, and resolve concerns in a timely and effective manner.
- Industry Expertise: Maintain a strong understanding of the higher education landscape, including trends, challenges, and the competitive environment, particularly within the LMS and VCMS sectors.
- Sales Activities: Participate in renewal negotiations and present proposals for additional products and services.
- Mentorship: Provide guidance and support to junior account management team members, as needed.
Required Qualifications:
- Bachelor’s degree in Business Administration, Marketing, Sales, Education Technology, or a related field. Master’s degree preferred.
- 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.
Preferred Qualifications:
- Previous experience working directly for an Education-focused LMS or VCMS provider.
$110,000 - $120,000 a year
Total Rewards:
The salary range for this position is $110,000 - $120,000 USD per year. This position is also eligible for commission earnings per the Sales Commissions Plan with a total on-target-earnings of $200,000 as part of the compensation package.
Base pay offered may vary depending on various factors, including, but not limited to: job-related knowledge, skills, experience, and other eligibility factors such as geographic location. The Total Rewards package includes competitive base pay and an opportunity to enroll in a variety of benefit programs such as health insurance, flexible spending accounts, retirement savings plans, life and disability insurance programs, and programs that provide for both paid and unpaid time away from work. At Panopto, we know that great people make an organization great. We value our people and offer employees benefits that are market competitive for our industry. Learn more about what working at Panopto can mean for you.
At Panopto, our commitment to pay equity and transparency is unwavering. We do not engage in salary negotiations beyond the established range to maintain fairness and prevent potential pay disparities among team members based on negotiation strategies.
The Team:
As part of a dynamic and collaborative team under the supervision of the Director of Account Management, the Senior Strategic Account Manager works alongside the Customer Experience Teams to be customer obsessed.
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.
