Note: The job is a remote job and is open to candidates in USA. Panopto is a customer-centric learning technology company that specializes in visual and audio-based learning. They are seeking a Senior Strategic Account Manager, Corporate to design and execute strategies for their most critical commercial accounts, ensuring clients maximize their investment in Panopto's solutions.
Responsibilities
- Architect Enterprise Account Strategy: Design and execute comprehensive, long-term strategic plans for Panopto's highest-value corporate accounts, turning baseline product adoption into deeply integrated, high-revenue enterprise partnerships
- Build C-Suite & Executive Alliances: Cultivate robust, trusted relationships with key enterprise decision-makers (including CHROs, CLOs, CTOs, and CIOs) as well as critical stakeholders across Corporate L&D, IT, and Procurement, positioning Panopto as a vital piece of their infrastructure
- Drive Organizational Alignment & Value Realization: Proactively map our corporate clients' overarching strategies and operational challenges to Panopto’s VCMS/LMS solutions, expertly positioning our platform as a critical enabler for their global training, knowledge management, and financial objectives
- Accelerate Revenue Growth: Uncover, qualify, and close high-impact upsell and cross-sell opportunities, translating complex customer business needs into solutions that consistently exceed your expansion and growth targets
- Lead High-Value, Complex Negotiations: Structure, manage, and finalize enterprise-level renewal agreements and expansion proposals, utilizing superior presentation and negotiation skills to ensure mutual long-term value and commercial equity
- Orchestrate Cross-Functional Collaboration: Mobilize resources and champion seamless collaboration across Panopto's executive leadership, Product, Marketing, Sales, and Customer Success teams to eliminate deployment friction and deliver an exceptional customer experience
- Solve Complex Problems & Advocate for Clients: Act as the ultimate internal escalation point for critical customer challenges, demonstrating an unwavering commitment to resolving issues with speed, efficacy, and executive-level advocacy
- Synthesize Market Intelligence: Maintain a deep understanding of emergent corporate SaaS trends, compliance requirements, and competitive dynamics to guide client strategies and provide actionable feedback that actively shapes Panopto's future product roadmap
- Monitor Performance & Foster Excellence: Track, analyze, and report on key account performance metrics for both clients and internal management, while providing high-level mentorship to team members to raise the collective baseline of execution across the department
- Audit Your Portfolio: Conduct a thorough health and opportunity audit of your assigned enterprise account tier, identifying high-risk renewals, immediate expansion pathways, and baseline health indicators
- Map Executive Priorities: Establish direct lines of communication with primary executive stakeholders and L&D leaders across your portfolio, mapping their 12-month corporate learning and business objectives to Panopto's capabilities
- Establish Performance Baselines: Implement routine tracking of key account performance metrics to proactively identify areas of improvement and optimization for your clients
- Secure Core Revenue: Successfully retain and protect key enterprise renewals within your portfolio, achieving or exceeding your net revenue retention (NRR) target
- Execute Expansion Playbooks: Close a minimum of two major account expansions (cross-sell or upsell) by successfully aligning Panopto's advanced features with newly surfaced client business needs
- Scale Best Practices: Establish a repeatable, documented framework for corporate account governance and value realization that can be scaled across Panopto's global Account Management organization
- Cultivate a Culture of Excellence: Leave a lasting impact on the team through continuous mentorship, elevated negotiation strategies, and an optimized blueprint for managing complex SaaS partnerships
Skills
- Enterprise SaaS Mastery: A proven track record of successfully retaining, negotiating, and expanding large, complex enterprise accounts within the United States
- Executive Gravitas: Demonstrated experience building authentic partnerships and influencing strategic decisions at the C-suite and executive tier (HR, IT, L&D leadership)
- Commercial and Financial Acumen: Exceptional capability in building data-backed business cases, analyzing account performance metrics, and navigating corporate procurement cycles
- Strategic Communication: Superior presentation and storytelling skills, with an ability to translate technical architecture (like LMS or VCMS software) into clear business value
- Modern Tool Fluency: Proficiency utilizing advanced enterprise CRMs (such as Salesforce) and customer success analytics platforms to forecast pipeline and manage account health effectively
- Commitment to Learning: A foundational understanding of business, sales, or technology principles, backed by a clear trajectory of continuous self-improvement and professional evolution
- Direct experience managing major account ecosystems within a corporate Learning Management System (LMS) or Video Content Management System (VCMS) vendor framework
- A proven history of successfully navigating complex, multi-layered legal and procurement processes within Fortune 500 enterprise environments
Benefits
- 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.
- 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 Employee Experience department.
Company Overview