Talent Community: Senior Strategic Account Manager, Corporate

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.

Grow your career as a Senior Strategic Account Manager, Corporate  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.

• 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.

• 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…