Strategic Account Manager

Strategic Account Manager (Japanese speaking) Overview

Panopto is a leader in visual and audio-based learning. We empower learners with interactive video and deliver solutions that matter, backed by a leading private equity firm. Our team of approximately 200 professionals focuses on meaningful impact. We are seeking an experienced Strategic Account Manager to build strategic, enduring customer relationships and maximize lifetime value within the portfolio in Japan and across APAC.

Position Summary

As a Strategic 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 role requires a strong sales background to manage larger, more complex accounts, and exceptional interpersonal skills to develop advanced strategies for client growth. You will also have opportunities to contribute to other initiatives that advance our core values and help you elevate your craft.

Responsibilities

• Customer and Partner Relations: Assist customers and partners throughout the customer lifecycle, from onboarding to license renewals and ongoing adoption; serve as the primary point of contact for assigned accounts and address inquiries with excellent service. Build relationships at multiple levels and handle complex negotiations independently.
• Upselling and Cross-Selling: Understand customer needs to proactively identify growth opportunities. Collaborate with sales and marketing to develop targeted strategies and campaigns to maximize upsell potential.
• Software Renewals: Manage renewals for assigned accounts, ensure timely contract renewals, discuss usage, address concerns, and present upgrade options. Negotiate terms with input from legal and finance as needed.
• Account Planning and Forecasting: Develop account strategies to achieve upsell and renewal objectives. Provide strategic input to leadership and monitor usage, revenue, and satisfaction metrics; provide accurate forecasts and pipeline updates to management.
• Technical Advisory: Maintain knowledge of the platform to deliver training and demonstrations, show value of enhancements, advise on future needs and trends, and identify opportunities for retention or expansion.
• Market Research and Competitive Analysis: Stay updated on industry trends and competition; conduct analyses to identify new opportunities and target accounts; collaborate with marketing on materials.

Required Qualifications

• Bachelor's degree in business, marketing, or a related field (preferred)
• 3-6 years of sales or account management experience, preferably in software or enterprise/Higher Education/K-12 markets
• Proven track record of meeting or exceeding sales targets
• Strong negotiation, presentation, and communication skills
• Excellent relationship-building and customer service abilities
• Ability to understand complex software solutions and articulate their value
• Proficiency with CRM software and sales productivity tools
• Self-motivated, goal-oriented, and able to work independently
• Willingness to travel up to 25%

The Team

The Strategic Account Manager is an essential contributor to helping our strategic customers grow and strengthen their relationship with Panopto. Our team represents a key growth region, offering the opportunity to impact top-line growth.

Our Purpose & Culture

Panopto's mission is to be the leader in visual and audio-based learning. Since 2007, we've been a pioneer in video capture, management, and inside-video-search technology, serving more than 1,600 companies and universities worldwide. Panopto supports a diverse, inclusive culture and is remote-first.

Equal Opportunity & Remote Work

Panopto is an Equal Opportunity Employer. We value diversity and do not discriminate on any basis protected by law. We provide reasonable accommodations for applicants with disabilities. This role is remote-friendly; occasional travel to offices may be required. AI in recruiting may be used to assist in screening, with final hiring decisions made by humans.

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