加入我们的人才库：客户经理
Join Our Talent Community: Account Manager
关于该职位：
我们一直在寻找优秀的人才加入我们的团队！虽然我们可能目前没有该职位的空缺，但我们正在积极为未来的机会建立人才库。我们期待与充满热情、注重结果的个人建立联系，以备将来在客户经理岗位上的机会。如果你觉得这符合你，我们很乐意收到你的来信！
在Panopto担任客户经理，开启你的职业成长之路！你是否是一位注重关系的专业人士，希望与我们的客户产生真正的影响力？作为客户经理，你将在加强和拓展客户关系方面发挥关键作用。你将通过战略性的交叉销售和软件续费推动收入增长，同时确保客户持续从我们的产品中获得价值。
如果你能在快节奏的环境中茁壮成长，热衷于为客户创造价值，并擅长建立关系，这个职位可能是你实现成功的契机。你将与一支充满活力的团队合作，提升自己的技能，并为一家重视创新和客户成功的企业做出贡献。
在这个职位上，你将...
团队介绍：
作为一支充满活力且协作紧密的团队的一部分，客户经理在确保客户成功和长期留存方面发挥着重要作用。在客户经理总监的监督下，客户经理将与客户支持、营收运营（RevOps）、专业服务和实施团队合作，确保我们的客户拥有卓越的体验。
加入Panopto，成为一段激动人心旅程的一部分，你将有机会对公司的成功和增长产生真正的影响力。如果你在沟通方面表现出色，并具备强烈的销售导向思维，我们鼓励你申请。
公司简介：
Panopto是一家快速发展的创新型公司，由一家领先的私募股权公司支持，我们致力于革新学习和知识共享。拥有200多名专业团队成员，我们通过尖端的按需视频平台，赋能全球的机构和组织，使企业能够分享知识并激发增长。考虑加入我们，成为塑造互动视频未来团队的一员！
我们的员工与文化：
Panopto的使命是帮助任何人通过视频分享知识。我们的用户群体与世界上的大学和企业一样多元化。Panopto致力于营造多元、公平和包容的文化，从而赋能员工。
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About This Opportunity:
We are always on the lookout for exceptional talent to join our team! While we may not have an immediate opening for this role, we are proactively building a pool of talented professionals for upcoming opportunities. We’re excited to connect with passionate, results-driven individuals for Account Managers future opportunities. If this sounds like you, we’d love to hear from you!
Grow Your Career as an Account Manager at Panopto! Are you a relationship-driven professional looking to make a real impact with our customers? As an Account Manager, you’ll play a vital role in strengthening and expanding our client relationships. You’ll be able to drive revenue growth through strategic upselling and software renewals while ensuring our customers continue to realize value from our offerings.
If you thrive in a fast-paced environment, have a passion for creating value for customers, and excel at building relationships, this role may be your opportunity to fuel your success. You'll work with a dynamic team, evolve your skills, and contribute to a company that values innovation and customer success.
In this role, you will...
The Team:
As part of a dynamic and collaborative team, Account Managers play an important role in ensuring customer success and long-term retention. Under the supervision of the Director of Account Management, the Account Manager works alongside Customer Support, RevOps, Professional Service, and Implementation teams to ensure our customers have an amazing experience.
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.
Company Overview:
Panopto is a fast-growing, innovative company backed by a leading private equity firm and we are on a mission to revolutionize learning and knowledge sharing. With a dedicated team of 200+ professionals, we’re empowering institutions and organizations globally through our cutting-edge on-demand video platforms, enabling companies to share knowledge and inspire growth. Consider joining us and becoming part of a team that’s shaping the future of interactive video!
Our People and 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. Panopto’s commitment to fostering a diverse, equitable, and inclusive culture empowers each member of our team to express their authentic selves, contribute their distinct perspectives and make a meaningful impact both individually and collectively. This inclusive environment not only encourages creativity and the free exchange of ideas but also harnesses the power of varied viewpoints. As a result, we are better equipped to tackle our most intricate challenges, leveraging the wealth of different experiences and backgrounds within our team. This collaborative spirit not only drives us towards effective solutions but also fuels our drive to continually improve and innovate, ultimately enhancing the quality of our products and services. It’s what sets Panopto apart as a unique and rewarding place to work.
Our Purpose:
We believe that video can have a transformative effect on learning. So we built a video knowledge management 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 knowledge management platform is the largest repository of expert learning videos in the world. A proud remote-first company, Panopto is headquartered in Pittsburgh, with offices in London, Hong Kong, Singapore, and Sydney, and has received industry recognition for its innovation, rapid growth, and company culture.
Panopto is an Equal Opportunity Employer.
We value and encourage diversity and solicit applications from all qualified individuals which will receive consideration for employment without regard to race, color, religion, sex, marital status, sexual orientation, gender identity or expression, national origin, age, disability or protected veteran status, or any other legally protected criteria, in accordance with applicable law. Panopto is committed to providing reasonable accommodation to applicants with disabilities. 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 by reaching out to the Employee Experience department.
Hybrid, US: Candidates looking for flexible or remote-friendly positions are encouraged to apply. Panopto is proud to be a remote-first company. Employees in this position are eligible to work remotely. Still, they must make regular trips to the Pittsburgh office, located on the north side of Pittsburgh along the Three Rivers Heritage Trail with quick access to downtown.
Remote, US: Candidates looking for flexible or remote-friendly positions are encouraged to apply. Panopto is proud to be a remote-first company. Employees in this position are eligible to work remotely.
Remote, International: Candidates looking for flexible or remote-friendly positions are encouraged to apply. Panopto is proud to be a remote-first company. Employees in this position are eligible to work remotely. Still, they may make regular trips to the local international office from time to time, where applicable.
Work You’ll Do:
· Software Renewals: Manage the software renewal process for assigned accounts, ensuring timely and successful contract renewals. Proactively engage with clients to drive adoption and usage and address concerns while ensuring customer satisfaction and retention. Negotiate renewal terms, pricing, and contractual agreements in partnership with the legal and finance departments.
· Upselling and Cross-Selling: Achieve assigned quarterly and annual sales targets by proactively identifying opportunities to upsell and cross-sell additional software modules and 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.
· 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 up-to-date on industry trends, market dynamics, and the competitive landscape across corporate learning & development and higher education. 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.
· Client Relationship Management: Develop and maintain strong relationships with key decision-makers and stakeholders in enterprise, 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.
Required 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 enterprise, 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).
· Ability to take on other duties to help drive our vision, mission and align with our organization’s values.