Strategic Account Manager, Japanese Speaker

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August 27

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Panopto

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SaaS • Education • Enterprise

Panopto is an AI-powered platform designed to simplify the use of video for capturing, managing, and sharing information across organizations. It provides tools for creating, curating, and searching a library of video-based knowledge assets, making learning and training more accessible and impactful. With features like lecture capture, virtual training, and video management, Panopto serves industries such as higher education, corporate training, and more. The platform integrates AI-powered tools to enhance accessibility, engagement analytics, and knowledge discovery, supporting institutions to adapt to flexible and scalable learning and working environments.

51 - 200 employees

Founded 2007

☁️ SaaS

📚 Education

🏢 Enterprise

💰 Private Equity Round on 2021-04

📋 Description

• Company Overview: At Panopto, we are driven by a powerful purpose: to be the leader in visual and audio-based learning. We do this by empowering learners with interactive video and by obsessively understanding our users' goals and delivering solutions that truly matter. Backed by a leading private equity firm, we are a team of approximately 200 professionals dedicated to doing the most impactful work of our careers. • 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 position requires a strong sales background to manage larger, more complex accounts, and exceptional interpersonal skills to mentor junior account managers and develop advanced strategies for client growth.

🎯 Requirements

• Customer and Partner Relations: Assist customers and partners throughout the customer lifecycle, from initial onboarding, to license renewals and ongoing adoption, helping customers unlock the most value from our products and service. Serve as the primary point of contact for assigned accounts, addressing customer inquiries, and providing excellent customer service. Establish, maintain, and facilitate relationships through effective communications with customers at multiple levels within organizations. Effectively handle complex negotiations and resolve significant client issues independently. • Upselling and Cross-Selling: Understand customer business needs, objectives, and challenges to proactively identify growth opportunities. 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 and shape account strategies to achieve upselling and renewal objectives. Provide strategic input to senior leadership and lead initiatives to drive account expansion and deeper client engagement. Monitor account usage and health, revenue performance, and customer satisfaction metrics regularly, to mitigate customer risk, champion customer feedback, and drive revenue opportunities in the region. Provide accurate sales forecasts and pipeline updates to management, leveraging CRM tools and reporting systems. • Technical Advisory: Maintain a thorough knowledge of a complex technology platform to deliver training and feature demonstrations to customers and partners, to showcase the value and benefits of recommended software enhancements. Advise clients on anticipating future needs and trends, convert customer obstacles into opportunities and recommend appropriate solutions that result in retention or expansion. • Market Research and Competitive Analysis: Stay updated on industry trends, market dynamics, and competitive landscape. 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.

🏖️ Benefits

• The salary range for this position is S$125,000-130,000 SGD per year. This position is also eligible for commission earnings per the Sales Commissions Plan with an on-target-earnings of S$210,000-218,000 SGD 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.