At a Glance
- Tasks: Build strategic partnerships and drive revenue growth with top clients using innovative video solutions.
- Company: Join Panopto, a leader in visual learning with a diverse and inclusive culture.
- Benefits: Competitive salary, commission potential, health insurance, retirement plans, and remote work flexibility.
- Other info: Be part of a dynamic team focused on customer success and continuous innovation.
- Why this job: Make a real impact in a fast-paced environment while growing your career in account management.
- Qualifications: 7+ years in strategic account management or enterprise sales, with strong negotiation skills.
The predicted salary is between 90000 - 100000 £ per year.
Overview
Company Overview: Panopto is a leader in visual and audio-based learning. We empower learners with interactive video and focus on understanding user goals to deliver meaningful solutions. Backed by a leading private equity firm, we are a team of approximately 200 professionals focused on high-impact work.
About This Opportunity: We are always on the lookout for exceptional talent to join our team. While there may not be an immediate opening for this role, we proactively build a pool of qualified professionals for upcoming opportunities. We invite passionate, results-driven individuals for Senior Strategic Account Manager, Corporate opportunities. If this sounds like you, we’d love to hear from you.
Role Summary
Grow your career as a Senior Strategic Account Manager, Corporate at Panopto. You will establish and expand enduring partnerships with our most strategic commercial and enterprise clients, focusing on customers leveraging Panopto’s Learning Management System (LMS) and/or Video Content Management System (VCMS).
You will serve as a trusted advisor to executive leadership, understanding institutional priorities, challenges, and long-term objectives. Your core purpose is to architect and execute strategic engagement plans that maximize value for customers and drive sustainable revenue growth for Panopto. This role requires a proactive, results-oriented leader with a track record of exceeding expectations and fostering cross-functional collaboration.
If you thrive in a fast-paced environment and enjoy creating value for customers, this role may be your opportunity to grow. You will work with a dynamic team, develop your skills, and contribute to a culture that values innovation and customer success.
Work You’ll Do
- Strategic Account Management: Develop and execute comprehensive strategic account plans for assigned clients to achieve client goals and drive revenue growth.
- Relationship Building: Build and maintain long-term relationships with key executive stakeholders (e.g., CTO, CIO) and other executives, IT leaders, and operational staff within client organizations.
- Organizational Alignment & Value Realization: Understand clients’ strategies, challenges, and priorities and position Panopto’s LMS/VCMS as enablers of operational and financial objectives.
- Revenue Acceleration & Growth: Identify and lead high-impact opportunities for upsell and cross-sell, negotiating complex, high-value contracts and exceeding revenue targets.
- Cross-Functional Collaboration: Collaborate with internal teams, including Executive Leadership, Product Development, Marketing, Sales, and Customer Success to ensure excellent customer experiences and successful strategic initiatives.
- Performance Monitoring & Reporting: Track account performance metrics and provide regular reports and insights to clients and internal management, identifying areas for improvement.
- Complex Problem Solving & Advocacy: Serve as the escalation point for complex customer challenges, resolving issues swiftly and advocating for client needs.
- Thought Leadership & Market Intelligence: Stay informed on industry trends, policy shifts, competitive dynamics, and technology within LMS/VCMS to guide customer strategies and inform product roadmap.
- Enterprise-Level Negotiations: Lead and close complex renewal and expansion negotiations with strong presentation and negotiation skills.
- Mentorship: Provide guidance to less experienced team members and foster a culture of excellence in strategic account management.
Qualifications
- Bachelor’s degree in Business Administration, Marketing, Sales, SaaS or related field; MBA or Master’s preferred.
- Minimum of 7 years of progressive experience in strategic account management or enterprise sales, with a track record of securing and expanding multi-million dollar accounts.
- Hands-on experience influencing executive stakeholders using LMS/VCMS solutions.
- Exceptional executive presence and communication, negotiation, and presentation skills, with the ability to explain complex technical and business concepts to C-suite audiences.
- Strong strategic thinking, financial acumen, and analytical abilities to develop and execute account plans that drive significant outcomes.
- Proficiency with advanced CRM (e.g., Salesforce Enterprise) and Customer Success platforms, including forecasting and strategic planning tools.
- Understand operational, financial, and policy dynamics in large organizations; results-driven, entrepreneurial mindset; ability to thrive in fast-paced, collaborative environments.
Preferred Qualifications
- Experience in an LMS or VCMS provider environment.
- Proven success navigating complex procurement processes in commercial and enterprise settings.
Compensation & Benefits
$110,000 – $120,000 per year. This position is eligible for commission, with total on-target earnings of up to $200,000 as part of the compensation package. Base pay may vary by knowledge, skills, experience, and location. The Total Rewards package includes competitive base pay and benefits such as health insurance, retirement plans, and time-off programs. Panopto is remote-first with global offices.
Panopto is an Equal Opportunity Employer. We value diversity and are committed to providing reasonable accommodations for applicants with disabilities. If accommodation is needed, please contact the People Experience team for assistance. Panopto uses AI tools in recruitment to assist with resumes and assessment results, but final hiring decisions are made by humans. You have the right to request a manual review of your application if you have concerns about AI usage. Data collected during the process will be retained only as long as necessary to fulfill the hiring purpose and then deleted. Vendor tools may include skill assessments or resume analysis. Panopto is dedicated to a fair and equitable hiring process for all candidates.
The Team
You will be an integral part of a dynamic, high-performing team, reporting to the Director of Account Management. We operate with a customer-obsessed mindset and partner with Customer Experience and executive leadership to ensure our clients succeed and thrive with Panopto.
Our people and culture: Panopto’s mission is to lead in visual and audio-based learning. We cultivate a diverse, fair, and inclusive culture that empowers every team member to contribute their unique perspective and to challenge ideas (not people). This collaborative spirit drives continuous improvement and innovation.
Our purpose: Since 2007, Panopto has been a pioneer in video capture, management, and inside-video-search technology. We serve over 1,600 companies and universities worldwide and offer a remote-first work environment with offices globally.
EEO & Remote Work: Panopto is an Equal Opportunity Employer. We do not discriminate in hiring and provide accommodations as needed. Remote-work eligibility varies by role and location. This position supports a remote-first approach.
Join Our Talent Community: Senior Strategic Account Manager, Corporate employer: Panopto
Panopto is an exceptional employer that champions a remote-first work culture, allowing you to thrive in a flexible environment while collaborating with a diverse team of professionals dedicated to innovation in visual and audio-based learning. With competitive compensation packages, including commission opportunities and comprehensive benefits, we prioritise employee growth through mentorship and strategic engagement, ensuring that every team member can contribute meaningfully to our mission of empowering learners worldwide.
StudySmarter Expert Advice🤫
We think this is how you could land Join Our Talent Community: Senior Strategic Account Manager, Corporate
✨Tip Number 1
Network like a pro! Reach out to current employees at Panopto on LinkedIn and ask about their experiences. A friendly chat can give you insider info and might just get your foot in the door.
✨Tip Number 2
Prepare for the interview by researching Panopto’s products and recent news. Show us that you’re not just interested in the role, but also passionate about what we do and how you can contribute.
✨Tip Number 3
Practice your pitch! Be ready to explain how your skills align with the Senior Strategic Account Manager role. We want to hear how you can help us grow and succeed with our clients.
✨Tip Number 4
Don’t forget to apply through our website! It’s the best way to ensure your application gets seen by the right people. Plus, it shows us you’re serious about joining our team.
We think you need these skills to ace Join Our Talent Community: Senior Strategic Account Manager, Corporate
Some tips for your application 🫡
Show Your Passion:When you're writing your application, let your enthusiasm for the role shine through! We want to see that you’re genuinely excited about the opportunity to join our team and contribute to our mission.
Tailor Your CV:Make sure to customise your CV to highlight relevant experience that aligns with the Senior Strategic Account Manager role. We love seeing how your background fits with what we do at Panopto, so don’t hold back!
Craft a Compelling Cover Letter:Your cover letter is your chance to tell us why you’re the perfect fit. Use it to explain how your skills and experiences can help us achieve our goals. Keep it engaging and personal – we want to get to know you!
Apply Through Our Website:We encourage you to apply directly through our website. It’s the best way for us to receive your application and ensures you’re considered for the role. Plus, it’s super easy – just follow the prompts!
How to prepare for a job interview at Panopto
✨Know Your Stuff
Before the interview, dive deep into Panopto's products, especially their Learning Management System (LMS) and Video Content Management System (VCMS). Understand how these tools can solve client challenges and drive value. This knowledge will help you speak confidently about how you can contribute to their goals.
✨Build Relationships
Since this role involves establishing long-term partnerships, think about how you can demonstrate your relationship-building skills during the interview. Prepare examples of how you've successfully engaged with executive stakeholders in the past, showcasing your ability to connect and collaborate effectively.
✨Showcase Your Strategic Thinking
Be ready to discuss your approach to developing strategic account plans. Think of specific instances where you've identified opportunities for upselling or cross-selling and how you executed those plans. Highlight your analytical skills and how they’ve led to significant outcomes in previous roles.
✨Prepare for Complex Negotiations
Given the nature of the role, be prepared to talk about your experience with enterprise-level negotiations. Share stories that illustrate your negotiation skills and how you've navigated complex procurement processes. This will show that you're not just a great communicator but also a savvy negotiator.
