Account Manager, EMEA Remote
Job description
Position Overview:
We are seeking a dynamic and results-driven individual to join our team as an Account Manager, focusing primarily on the higher education and K-12 industries. As an Account Manager, you will be responsible 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.
Responsibilities:
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, objectives, and challenges to identify upselling opportunities and position relevant software solutions.
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.
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 agreements in collaboration with the legal and finance departments.
Account Planning and Forecasting:
Develop account plans and strategies to achieve upselling and renewal objectives.
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.
Market Research and Competitive Analysis:
Stay updated on industry trends, market dynamics, and competitive landscape 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.
Qualifications:
Bachelor's degree in business, marketing, or a related field (preferred).
5 years of sales or account management experience, preferably in the software industry or within the higher education/K-12 markets.
Proven track record of meeting or exceeding sales targets and quotas.
Strong negotiation, presentation, and communication skills.
Excellent relationship-building and customer service abilities.
Ability to understand complex software solutions and articulate their value to clients.
Proficiency in using CRM software and sales productivity tools.
Self-motivated, goal-oriented, and able to work independently.
Willingness to travel up to 25% to client sites or industry events (as required).
Benefits:
Competitive salary and benefits package
Opportunity to work with a talented team of professionals
Chance to make a real impact on the company's success and growth
We offer a competitive salary and benefits package, along with opportunities for professional growth and advancement within our dynamic organization
About Panopto:
We believe that video can have a transformative effect on learning. So we built a video 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 1,500 companies and universities worldwide with over ten million end users. Today, Panopto’s video management system is the largest repository of expert learning videos in the world. Headquartered in Pittsburgh, with offices in London, Hong Kong, Singapore, and Sydney, Panopto has received industry recognition for its innovation, rapid growth, and company culture.
Panopto’s mission is to help anyone share knowledge using video. Our user base is as diverse as the world’s universities and businesses. To fulfill our mission with the best products and services, we eagerly seek individuals who bring diversity of background, experience, and thought to create an engaging work environment, foster innovation and better understand and meet the needs of our users. We encourage people from underrepresented and/or marginalized backgrounds, including BIPOC, LatinX, LGBTQ+, women, and people with disabilities, to apply.
Panopto is an Equal Opportunity Employer.
Panopto is committed to the full inclusion of all qualified individuals. 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 utilizing this form.
London: London: Panopto is located in the White Collar Factory building in the Shoreditch area
89tlzLCR6q
