Strategic Account Manager
About The Role
BigPanda is a fast-growing, values-driven, global company that enables Tech Ops teams to keep the digital economy running. As a Strategic Account Manager, you will play a pivotal role in managing and growing relationships with our largest and most complex customers. Your focus will be on fostering strategic executive partnerships, aligning our solutions to customer business outcomes, and delivering long-term value.
Key Responsibilities
Customer Relationship Management: Act as the primary point of contact for large, complex accounts, building trust and credibility with senior executives, including CIOs and CXOs, by addressing their strategic priorities and challenges.
Strategic Account Planning: Develop and execute comprehensive account plans that align with customer business objectives, ensuring sustainable growth and long-term partnership.
Value-Driven Engagement: Articulate and demonstrate the tangible value of our platform, ensuring customer success and satisfaction through innovative solutions tailored to their needs.
Revenue Growth and Retention: Drive revenue expansion through strategic upselling and cross-selling, while ensuring high customer satisfaction and retention within your portfolio.
Negotiation and Deal Closure: Lead complex, global deal negotiations, navigating procurement processes, and closing high-value contracts that drive mutual success.
Collaboration and Advocacy: Work closely with cross-functional teams—including customer success, marketing, product, and support—to deliver tailored strategies, improve product alignment, and advocate for customer needs.
Market Insight and Feedback: Provide insights into customer trends and feedback to internal teams, contributing to continuous improvement in product development and service delivery.
Performance Achievement: Consistently meet or exceed quarterly revenue and retention targets, showcasing your ability to drive results in a fast-paced environment.
What We’re Looking For
Proven Expertise: 8+ years of experience managing and growing large, complex accounts in a software/SaaS environment, with a track record of exceeding revenue targets.
Strategic Selling Skills: Demonstrated ability to engage and influence senior executives, aligning solutions to their strategic priorities and driving expansion.
Value Articulation: Strong foundation in articulating business value, particularly within innovative technology domains (e.g., AIOps, SaaS/Cloud).
Deal Leadership: Expertise in navigating and closing complex, high-value deals within global organizations.
Customer-Centric Approach: Deep commitment to understanding customer needs, ensuring satisfaction, and delivering tailored solutions.
Collaborative Leadership: A natural collaborator who thrives in dynamic environments, leveraging internal resources to deliver impactful results.
Resilience and Adaptability: Ability to navigate challenging situations with empathy, active listening, and perseverance.
About Us
BigPanda is a values-driven, global company that enables Tech Ops teams to keep the digital economy running. Our AI-driven IT operations (aka AIOps) platform transforms IT data into insight and action. By eliminating IT noise, automating incident management, and keeping our customers' digital services up and running around the clock, we become a mission-critical part of our customers' IT operations.
What You’ll Get
Competitive equity
Remote-first environment
Unlimited PTO
Twelve (12) paid holidays throughout the year
Comprehensive health benefits
#PandaParent support
Financial assistance for fertility, adoption, and surrogacy expenses, plus up to eighteen (18) weeks of fully paid leave for birthing parents and up to twelve (12) weeks for non-birthing parents
Financial planning services
Employee learning & development budget
Values-based recognition (quarterly and annually)
Social community & ERG programs
Dog friendly office
Lunches provided in office
Flexible work environment along with a work-from-home stipend to support remote work arrangements
Values-based culture
Pay and Benefits
Market competitive salary with an anticipated OTE range of $300,000- $150,000. Actual salaries will vary depending on a candidate’s experience, qualifications, skills, and location. BigPanda offers a generous total rewards package that includes base pay, bonus, equity, and a world-class benefits program. We run two (2) compensation review cycles per year to ensure that managers can recognize employees without much lag between achievement and reward.
Equal Employment Opportunity
BigPanda is an Equal Employment Opportunity workplace employer. We do not discriminate based upon race, religion, color, national origin, gender (including pregnancy, childbirth, or related medical conditions), sexual orientation, gender identity, gender expression, age, status as a protected veteran, status as an individual with a disability, or other applicable legally protected characteristics.