Note: The job is a remote job and is open to candidates in USA. Panopto is a customer-centric learning technology company focused on visual and audio-based learning solutions. The Account Manager will manage the full renewal lifecycle for assigned Americas accounts, identify upselling and cross-selling opportunities, maintain client relationships, and drive customer retention and revenue growth.
Responsibilities
- 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
- 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
- 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
- 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
- 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
Skills
- You have 5 years of experience in sales or account management (ideally in SaaS), with a proven track record of exceeding quotas through authentic relationship building
- You can take a complex software solution and articulate its value in a way that feels simple and essential to a client's success
- You are proficient with CRM tools and sales productivity stacks, using them to create clarity for yourself and the leadership team
- You are self-motivated and thrive when given the independence to manage your territory and own your results
- You are comfortable traveling up to 25% to meet our partners where they are and represent Panopto at industry events
- A Bachelor's degree in business or a related field provides the foundation
Benefits
- Employees in this position are eligible to work remotely.
- Panopto is proud to be a remote-first company.
- Candidates looking for flexible or remote-friendly positions are encouraged to apply.
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