Join Our Talent Community: Senior Strategic Account Manager, Corporate

Company Overview:

At Panopto, we are driven by a powerful purpose: to be the leader in visual and audio-based learning. We do this by empowering learners with interactive video and by obsessively understanding our users' goals and delivering solutions that truly matter. Backed by a leading private equity firm, we are a team of approximately 200 professionals dedicated to doing the most impactful work of our careers.

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 Senior Strategic Account Manager, Corporate future opportunities. If this sounds like you, we’d love to hear from you!

Grow Your Career as a Senior Strategic Account Manager, Corporate at Panopto! Are you a highly accomplished and strategically-minded Senior Strategic Account Manager looking to make a real impact on our customers? As a Senior Strategic Account Manager, you will play a pivotal role establishing and expanding enduring partnerships with our most strategic commercial and enterprise clients, predominantly those leveraging our cutting-edge Learning Management Systems (LMS) and/or Video Content Management Systems (VCMS).

You will serve as a trusted advisor to executive leadership within these organizations, deeply comprehending their institutional priorities, evolving challenges, and long-term strategic objectives. Your core purpose will be to architect and execute comprehensive strategic engagement plans that not only maximize the value our customers receive from our solutions but also drive significant, sustainable revenue growth for Panopto. This role demands a proactive, visionary pioneer with an exceptional track record of exceeding client expectations, accelerating account expansion, and fostering synergistic collaboration across all levels of our organization.

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

• Strategic Account Management: Develop and execute comprehensive strategic account plans for assigned  clients, focusing on achieving client goals and driving revenue growth for Panopto.
• Relationship Building: Cultivate and maintain robust, long-term strategic relationships with key C-suite and executive stakeholders (e.g., CTO, CIOs,) within client institutions. Establish and maintain influential, long-term relationships with other key stakeholders, including executive leadership, IT departments, and operational staff.
• Organizational Alignment & Value Realization: Proactively discern clients' overarching strategies, challenges, and priorities. Expertly articulate and position Panopto's LMS and/or VCMS solutions as critical enablers for achieving their operational, and financial objectives.
• Revenue Acceleration & Growth: Identify, qualify, and lead high-impact opportunities for significant upsell and cross-sell of Panopto's products and services, consistently exceeding ambitious revenue targets. This includes negotiating complex, high-value contracts.
• Cross-Functional Collaboration: Engage with internal teams, orchestrating seamless collaboration with Panopto's executive leadership, Product Development, Marketing, Sales, and Customer Success teams to ensure exceptional customer experiences and the successful realization of strategic initiatives.
• Performance Monitoring & Reporting: Track and analyze key account performance metrics, providing regular reports and insights to both clients and internal management. Identify areas for improvement and proactively implement solutions.
• Complex Problem Solving & Advocacy: Serve as the ultimate escalation point for complex customer challenges, demonstrating an unwavering commitment to understanding, resolving, and advocating for client needs with speed and efficacy.
• Thought Leadership & Market Intelligence: Maintain a profound understanding of industry landscapes, including emergent trends, policy shifts, competitive dynamics, and technological advancements within the LMS and VCMS sectors. Leverage this expertise to guide customer strategies and inform Panopto's product roadmap.
• Enterprise-Level Negotiations: Lead and successfully close complex enterprise-level renewal agreements and expansion proposals, demonstrating superior negotiation and presentation skills.
• Mentorship: Provide high-level guidance and mentorship to less experienced team members, fostering a culture of excellence in strategic account management.

• Bachelor's degree in Business Administration, Marketing, Sales, SaaS Technology, or a related field. MBA or Master's degree is highly preferred.
• Minimum of 7 years of progressive experience in strategic account management or enterprise sales, with a proven track record of securing and expanding multi-million dollar accounts.
• Extensive, hands-on experience working with and influencing executive-level stakeholders utilizing complex Learning Management Systems (LMS) and/or Video Content Management Systems (VCMS).
• Exceptional executive presence and highly developed communication, negotiation, and presentation skills, with the ability to articulate complex technical and business concepts to diverse audiences, including C-suite executives.
• Exceptional strategic thinking, financial acumen, and analytical capabilities, with a proven ability to develop and execute comprehensive account plans that drive significant business outcomes within existing accounts.
• Proficiency with advanced CRM (e.g., Salesforce Enterprise Edition) and Customer Success platforms, along not be limited to forecasting and strategic planning tools.
• Possess a profound understanding of the unique operational, financial and policy-related dynamics within large organizations, paired with a results-driven, entrepreneurial mindset focused relentlessly on exceeding targets and delivering tangible value. Demonstrating the ability to thrive independently in fast-paced, dynamic environments while fostering collaborative success across internal teams.

• Prior experience in a Forward-thinking role within an LMS or VCMS provider.
• Documented success in navigating complex procurement processes within commercial and enterprise organizations.

The Team:

You will be an integral part of a dynamic, high-performing and strategically focused team, reporting to the Director of Account Management. We operate with a customer-obsessed mindset, working in close partnership with our Customer Experience and executive leadership teams to ensure our clients not only succeed but thrive with Panopto.

Join Panopto and be part of an exciting journey where you’ll become a key architect of our growth trajectory, directly influencing the success of our customers. If you possess a vigorous strategic orientation and a passion for driving impactful executive-level relationships, we invite you to apply.

Our people and culture

Panopto’s mission is to be the leader in visual and audio-based learning in a capture and post-capture world. Our user base is as diverse as the world’s universities and businesses. Panopto’s commitment to fostering a fair, equitable, and inclusive culture empowers each member of our team to express their authentic selves, contribute their distinct perspectives and make a meaningful impact both individually and collectively. This inclusive environment not only encourages creativity and the free exchange of ideas but also harnesses the power of varied viewpoints. As a result, we are better equipped to tackle our most intricate challenges, leveraging the wealth of different experiences and backgrounds within our team. This collaborative spirit empowers us to challenge ideas (not people) recognizing that our shared success relies on collective wisdom. It drives us to continuously improve and innovate, ultimately elevating the quality of our products and services. It’s what sets Panopto apart as a unique and rewarding place to work.

Our purpose

We believe that video can have a transformative effect on learning. So we built a video knowledge management platform that helps businesses and universities improve the way that they train, teach, and share knowledge. Since 2007, we have been a pioneer in video capture software, video management, and inside-video-search technology. Panopto has been adopted by more than 1,600 companies and universities worldwide with over 11 million end users. Today, Panopto’s knowledge management platform is the largest repository of expert learning videos in the world. A proud remote-first company, Panopto is headquartered in Pittsburgh, with offices in London, Hong Kong, Singapore, and Sydney, and has received industry recognition for its innovation, rapid growth, and company culture.

Panopto is an Equal Opportunity Employer. We value and encourage diversity and solicit applications from all qualified individuals which will receive consideration for employment without regard to race, color, religion, sex, marital status, sexual orientation, gender identity or expression, national origin, age, disability or protected veteran status, or any other legally protected criteria, in accordance with applicable law. Panopto is committed to providing reasonable accommodation to applicants with disabilities. If you require accommodation for interviewing or otherwise participating in the employee selection process, please provide more detail on how we can further support you by reaching out to the People Experience department.

Remote, US: Candidates looking for flexible or remote-friendly positions are encouraged to apply. Panopto is proud to be a remote-first company. Employees in this position are eligible to work remotely. 

Remote, International: Candidates looking for flexible or remote-friendly positions are encouraged to apply. Panopto is proud to be a remote-first company. Employees in this position are eligible to work remotely. Still, they may make regular trips to the local international office from time to time, where applicable.

Use of Artificial Intelligence (AI):

Panopto may utilize artificial intelligence (AI) tools to assist in our recruitment and evaluation process. This may include analyzing resumes, assessing skills, and generating insights to help identify qualified candidates.

Please be assured that AI tools are used to support our team, and all final hiring decisions are made by human reviewers. Panopto hiring teams will thoroughly review your application and assessment results. AI is not used to make final decisions regarding your candidacy.

By submitting your application and participating in the recruitment process, you acknowledge and consent to Panopto's use of AI tools as described above.

We are committed to full compliance with all applicable labor laws, including Equal Employment (EEOC) laws, across all our company entities.

To ensure fairness and transparency: We have human oversight in all hiring decisions. If you have concerns regarding the use of AI in your assessment, please contact Panopto Talent Attraction to request a manual review of your application. Please be aware that while we offer this option, the manual review process may take longer than the standard AI-assisted process.

Any data collected during this process, including video recordings if applicable, will be retained only for the duration necessary to fulfill the hiring purpose and will be deleted shortly thereafter once the role is filled.

We may utilize vendor tools to assist with the AI process. Vendor functions are ‘skill assessments' or 'resume analysis'.

Panopto is dedicated to a fair and equitable hiring process for all candidates.