Account Manager, EMEA (Remote)

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Panopto is a dynamic and rapidly growing company backed by a leading private equity firm. With a team of approximately 200 dedicated professionals, we are committed to empowering learners with interactive video.

As we continue to support growth and expansion, we are seeking a dynamic, results-driven Account Manager to join our team, focusing primarily on the higher education and K-12 industries.

Position Overview:

As an Account Manager, you will be accountable for managing and expanding relationships with our existing clients, with a primary focus on upselling and negotiating software renewals. This position requires a strong sales orientation, exceptional communication skills, and the ability to thrive in a fast-paced software company environment. Other duties may be assigned to help drive our vision and mission to alignment with our organization's values.

Work You'll Do:

1. Client Relationship Management: Develop and maintain strong relationships with key decision-makers and stakeholders in higher education and K-12 institutions. Serve as the primary point of contact for assigned accounts, addressing customer inquiries, and providing excellent customer service. Understand clients' business needs, targets, and obstacles to identify upselling opportunities and position relevant software solutions.
2. Upselling and Cross-Selling: Achieve assigned quarterly and annual sales targets by proactively identifying opportunities to upsell and cross-sell additional software licenses, modules, or services to existing clients. Conduct product demonstrations and presentations to showcase the value and benefits of recommended software enhancements. Collaborate closely with the sales and marketing teams to develop targeted strategies and campaigns to maximize upselling potential.
3. Software Renewals: Manage the software renewal process for assigned accounts, ensuring timely and successful contract renewals. Proactively engage with clients to discuss their current usage, address any concerns, and present upgrade options to ensure customer satisfaction and retention. Negotiate renewal terms, pricing, and contractual obligations in partnership with the legal and finance departments.
4. Account Planning and Forecasting: Develop account plans and strategies to achieve upselling and renewal targets. Monitor account usage and health, revenue performance, and customer satisfaction metrics regularly. Provide accurate sales forecasts and pipeline updates to management, leveraging CRM tools and reporting systems.
5. Market Research and Competitive Analysis: Stay updated on industry trends, market dynamics, and lucrative landscapes within the higher education and K-12 sectors. Conduct market research and analysis to identify new business opportunities and potential target accounts. Collaborate with the marketing team to provide insights and contribute to the development of effective sales and marketing materials.

Required Qualifications:

1. Bachelor's degree in business, marketing, or a related field (preferred).
2. 5 years of sales or account management experience, preferably in the software industry or within the higher education/K-12 markets.
3. Proven track record of meeting or exceeding sales targets and quotas.
4. Strong negotiation, presentation, and communication skills.
5. Excellent relationship-building and customer service abilities.
6. Ability to understand complex software solutions and articulate their value to clients.
7. Proficiency in using CRM software and sales productivity tools.
8. Self-motivated, goal-oriented, and able to work independently.
9. Willingness to travel up to 10% to client sites or industry events (as required).

£50,000 - £60,000 a year

Total Rewards:

The salary range for this position is £50,000 - £60,000 GBP per year. This position is also eligible for commission earnings per the Sales Commissions Plan with an on-target-earnings of £100,000 GBP as part of the compensation package.

Base pay offered may vary depending on various factors, including, but not limited to: job-related knowledge, skills, experience, and other eligibility factors such as geographic location. The Total Rewards package includes competitive base pay and an opportunity to enroll in a variety of benefit programs such as health insurance, flexible spending accounts, retirement savings plans, life and disability insurance programs, and programs that provide for both paid and unpaid time away from work. At Panopto, we know that great people make an organization great. We value our people and offer employees benefits that are market competitive for our industry. Learn more about what working at Panopto can mean for you.

At Panopto, our commitment to pay equity and transparency is unwavering. We do not engage in salary negotiations beyond the established range to maintain fairness and prevent potential pay disparities among team members based on negotiation strategies.

The Team:

The Account Management Team works closely with our customers to help ensure they continue to realize the value of their investment in Panopto as well as grow the value of customer accounts through cross sell and upsell. You'll work closely with your fellow Account Managers as well as interacting with Technical Support, Implementation, New Business colleagues and Product colleagues to ensure Panopto is always adding value for our customers.

Join Panopto and be part of an exciting journey where you'll have the chance to make a real impact on the company's success and growth. If you excel in communication with a vigorous sales orientation mindset, we encourage you to apply.