Account Manager, Americas

📋 Description

• • As an Account Manager at Panopto Inc., you will be at the forefront of nurturing and expanding our valued client relationships across the Americas. This pivotal role is designed for a driven and customer-centric individual who thrives on building strong partnerships and exceeding revenue targets within the dynamic higher education, K-12, and enterprise sectors. You will be the primary architect of our existing client relationships, owning the full renewal lifecycle and proactively identifying strategic expansion opportunities. Your success will directly contribute to our mission of empowering organizations to share knowledge effortlessly through our leading visual and audio-based learning platform.
• • Your core responsibility will be to ensure our partners consistently derive maximum value from the Panopto platform. This involves a deep understanding of their evolving needs, strategic goals, and how our solutions can be leveraged to achieve them. You will act as a trusted advisor, guiding clients through the renewal process with a focus on retention and satisfaction. This requires a proactive, sales-oriented mindset, coupled with the ability to translate complex technical requirements into clear, actionable solutions that resonate with our diverse customer base.
• • Beyond renewals, you will be instrumental in identifying and capitalizing on expansion opportunities. This includes upselling new features, cross-selling complementary solutions, and identifying opportunities for deeper integration of Panopto within client organizations. You will conduct regular business reviews, analyze usage patterns, and proactively engage with clients to uncover new needs and potential growth areas. Your ability to forecast accurately and manage a robust pipeline of renewal and expansion opportunities will be critical to your success.
• • This role demands exceptional communication and interpersonal skills. You will be responsible for conducting compelling presentations, demonstrating the value of Panopto, and negotiating contracts. Building rapport and trust with key stakeholders, from IT professionals to academic leaders and business executives, will be paramount. You will collaborate closely with internal teams, including Sales, Customer Success, and Support, to ensure a seamless and positive client experience from onboarding through ongoing engagement.
• • Panopto is committed to fostering a culture of lifelong learning and continuous improvement. As an Account Manager, you will have ample opportunities to elevate your craft through ongoing training, professional development, and exposure to innovative learning technologies. You will contribute to initiatives that directly advance our core values, sharing your insights and best practices with the wider team. Your ability to adapt to a fast-paced, evolving market and to champion the Panopto solution will be key differentiators.
• • Key responsibilities include managing a portfolio of existing accounts, driving consistent year-over-year revenue growth through renewals and expansions. You will develop and execute strategic account plans for each client, outlining objectives, key initiatives, and success metrics. Proactive engagement through regular check-ins, business reviews, and targeted outreach campaigns will be essential. You will also be responsible for forecasting revenue, managing your sales pipeline within our CRM system, and collaborating with Sales Development Representatives (SDRs) to identify net new opportunities within existing accounts.
• • Furthermore, you will serve as a voice of the customer internally, providing valuable feedback to Product, Marketing, and Engineering teams regarding market needs, competitive landscape, and product enhancements. Your understanding of the competitive environment and your ability to articulate Panopto's unique value proposition will be crucial. Ultimately, you will be empowered to make a significant impact, contributing directly to Panopto's continued success and growth while advancing your own career in a supportive and innovative environment.
• • This role requires a strategic thinker with a proven track record in account management, sales, or a related client-facing role. You should possess a strong understanding of the technology landscape, particularly in the SaaS or EdTech space, and a passion for helping customers achieve their goals. Your ability to manage multiple priorities, work independently, and thrive in a remote work setting will be essential for success in this exciting opportunity.
• • You will be responsible for understanding client business objectives and aligning Panopto's solutions to meet those objectives. This includes identifying opportunities for clients to leverage new features or modules that can enhance their existing use cases. You will also be tasked with managing contract negotiations, ensuring favorable terms for both Panopto and the client, and minimizing churn by proactively addressing any potential issues or concerns.
• • Success in this role is measured by achieving and exceeding renewal targets, driving expansion revenue, maintaining high levels of customer satisfaction, and contributing to the overall growth of Panopto's customer base in the Americas. You will be a key player in our go-to-market strategy, ensuring our existing clients remain loyal, engaged, and advocates for the Panopto platform.