Account Manager, Americas

About the role

In this role, you will have the opportunity to do the most impactful work of your career, elevating your craft while contributing to a team that values lifelong learning. In this role, you will do the most impactful work of your career, elevating your craft while contributing to a team that values lifelong learning.

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.

Qualifications

• 5 years of experience in sales or account management (ideally in SaaS), with a proven track record of exceeding quotas through authentic relationship building.
• Clarity Over Complexity: Ability to take a complex software solution and articulate its value in a way that feels simple and essential to a client’s success.
• Proficient with CRM tools and sales productivity stacks, using them to create clarity for yourself and the leadership team.
• Self-motivated and thrive when given the independence to manage your territory and own your results.
• 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, but your commitment to lifelong learning is what will make you successful here.

Benefits

We believe in simple elegance and hold ourselves accountable to meaningful outcomes, not just activity, meaning you are empowered to focus on the strategic work that truly moves the needle for our customers.

Pay

Compensation is commensurate with experience and includes a competitive salary, bonus structure, and comprehensive benefits package.

Schedule

The role is full-time and based in the United States. Regular travel to client sites may be required, up to 25%.