Join Our Talent Community: Account Manager

Job description

**About This Opportunity:** We are always on the lookout for exceptional talent to join our team! While we may not have an immediate opening for this role, we are proactively building a pool of talented professionals for upcoming opportunities. We’re excited to connect with passionate, results-driven individuals for Account Managers future opportunities. If this sounds like you, we’d love to hear from you! **Grow Your Career as an Account Manager at Panopto!** Are you a relationship-driven professional looking to make a real impact with our customers? As an Account Manager, you’ll play a vital role in strengthening and expanding our client relationships. You’ll be able to drive revenue growth through strategic upselling and software renewals while ensuring our customers continue to realize value from our offerings. If you thrive in a fast-paced environment, have a passion for creating value for customers, and excel at building relationships, this role may be your opportunity to fuel your success. You'll work with a dynamic team, evolve your skills, and contribute to a company that values innovation and customer success. *In this role, you will...* ### Work You’ll Do: - Software Renewals: Manage the software renewal process for assigned accounts, ensuring timely and successful contract renewals. Proactively engage with clients to drive adoption and usage and address concerns while ensuring customer satisfaction and retention. Negotiate renewal terms, pricing, and contractual agreements in partnership with the legal and finance departments. - Upselling and Cross-Selling: Achieve assigned quarterly and annual sales targets by proactively identifying opportunities to upsell and cross-sell additional software modules and 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. - Account Planning and Forecasting: 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. - Market Research and Competitive Analysis: Stay up-to-date on industry trends, market dynamics, and the competitive landscape across corporate learning & development and higher education. 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. - Client Relationship Management: 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. ### Required Qualifications: - Bachelor's degree in business, marketing, or a related field (preferred). - 5 years of sales or account management experience, preferably in the software industry or within the enterprise, higher education/K-12 markets. - Proven track record of meeting or exceeding sales targets and quotas. - Strong negotiation, presentation, and communication skills. - Excellent relationship-building and customer service abilities. - Ability to understand complex software solutions and articulate their value to clients. - Proficiency in using CRM software and sales productivity tools. - Self-motivated, goal-oriented, and able to work independently. - Willingness to travel up to 25% to client sites or industry events (as required). - Ability to take on other duties to help drive our vision, mission and align with our organization’s values.