Account Manager, Panopto
EMEA
£100k
OTE
£50-60k
BASE
More information about location
Video capture, streaming, search, and archiving solutions
Open for applications
Video capture, streaming, search, and archiving solutions
101-200 employees
Open for applications
£100k
OTE
£50-60k
BASE
More information about location
101-200 employees
Company mission
Committed to designing smarter ways to work and learn with video.
Role
Who you are
- This position requires a strong sales orientation, exceptional communication skills, and the ability to thrive in a fast-paced software company environment
- 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 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 10% to client sites or industry events (as required)
What the job involves
- As an Account Manager, you will be accountable for managing and expanding relationships with our existing clients, with a primary focus on upselling and negotiating software renewals
- Other duties may be assigned to help drive our vision and mission to alignment with our organization’s values
- Client Relationship Management: Develop and maintain strong relationships with key decision-makers and stakeholders in 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, targets, and obstacles to identify upselling opportunities and position relevant software solutions
- Upselling and Cross-Selling: 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
- Software Renewals: 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 obligations in partnership with the legal and finance departments
- Account Planning and Forecasting: Develop account plans and strategies to achieve upselling and renewal targets
- 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 updated on industry trends, market dynamics, and lucrative landscapes within the 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
- The Account Management Team works closely with our customers to help ensure they continue to realize the value of their investment in Panopto as well as grow the value of customer accounts through cross sell and upsell
- You’ll work closely with your fellow Account Managers as well as interacting with Technical Support, Implementation, New Business colleagues and Product colleagues to ensure Panopto is always adding value for our customers
Salary benchmarks
Our take
The concept for Panopto developed in the early noughties when the founders noticed that storing videos on computer hard drives was becoming cheaper than storing them on tape. The company’s foundations were in a free software paid support service that provided the tools for downloading videos onto a computer. Nearly two decades later, Panopto provides educational institutions and enterprise businesses with screencasting, lecture recording, streaming and video content management software.
Panopto’s modern platform offers clients in education, aviation, telecoms, and healthcare, among others, an all-in-one video platform for creating and publishing video content. Its audience engagement tools, alongside GenAI video production software (through the acquisition of Elai), keep the company in step with modern innovations within the content production sector.
Panopto continues to grow its reach and in 2024 launched a cloud hosting service in Japan and acquired cloud hosting and GenAI startups to fuel its growth.
Steph
Company Specialist at Welcome to the Jungle
Insights
Company
Funding (last 2 of 3 rounds)
Aug 2016
$42.8m
GROWTH EQUITY VC
Jan 2011
$4m
EARLY VC
Total funding: $48.5m
Company benefits
- Time Off Benefits - Generous and flexible leave policies. Unlimited Take What You Need PTO, including sick days for when you need it most. Holidays to celebrate with loved ones. Extended bereavement program to support you during difficult times. Tenured Leave opportunities for long-term employees to recharge and reflect. Extended Maternity and Paternity Leave to cherish family moments. Volunteer time off to give back to your community
- Core Benefits - At Panopto, we prioritize both professional growth and a fulfilling,balanced life for our employees. Our core benefits include comprehensive health, dental, vision, life and ancillary insurance plans. We provide access to a benefits preview to understand how Panopto benefits would support you and short-term and long-term disability insurance for peace of mind
- Retirement and Savings Benefits - 401k plan with company match to secure your financial future. Healthcare spending and reimbursement accounts for your well-being
- Healthful Living Benefits - At Panopto we understand well being is about more than physical health. We’re proud to offer workplace perks such as daily mental health break walks, a wellness rewards program to support your well-being, an employee assistance program for confidential support and a mindfulness program for stress reduction
- Remote Work Benefits - Enjoy all the benefits of a remote-first workplace that supports full work from home for ultimate flexibility. Childcare schedule flexibility to balance work and family life. Asynchronous work to accommodate your unique schedule
- Rewards, Recognition, and Employee Perks - Our great team is Panopto’s most valuable asset. We’re proud to offer an employee recognition program to celebrate your achievements, a Values Awards program to embody our company culture and referral bonuses for bringing great talent to Panopto
- Career Development Benefits - Panopto’s career tracks and competency and skills training will help you advance your career. We offer access to the LinkedIn Learning Program to expand your knowledge, AWS services and architecture training to stay ahead, and secure coding training to enhance your skills
Company HQ
North Shore, Pittsburgh, PA
Leadership
Jason Beem
(CEO)Previously Interim CRO at Advantive, COO at Stackline, Operating Executive at ST6 and Senior Vice President at Accruent.
Andrew Herning
(CFO)Previously Senior VP of Finance at Billtrust, CFO at UniTek Global Services, Inc. and American Standard.
Amit Mondal
(CTO)Previously worked as Group Vice President of Development at PowerSchool Group, was an Official Member of the Forbes Technology Council, Senior VP at SumTotal Systems and was the Director at Oracle.
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