Senior Strategic Account Manager, Corporate

Position Summary:

Grow your career as a Senior Strategic Account Manager, Corporate at Panopto! If you are a highly accomplished, outcomes-driven professional who thrives in a fast-paced environment and possesses a passion for driving customer success, this is your opportunity to make a massive impact.

 

In this pivotal role, you will design and execute the comprehensive blueprints that transform our most critical commercial and enterprise accounts into lifelong strategic partnerships. Serving as a trusted advisor to C-suite and executive leadership (such as CLOs, CHROs, and CIOs), you will deeply comprehend their institutional priorities, evolving challenges, and digital transformation goals. By aligning Panopto’s cutting-edge Video Content Management Systems (VCMS) and Learning Management Systems (LMS) directly with their overarching business objectives, you will ensure our clients maximize the value of their investment.

 

This is a highly collaborative, visionary role requiring an exceptional track record of exceeding client expectations and accelerating account expansion. You will hold full accountability for protecting recurring revenue, driving sustainable growth, and orchestrating cross-functional teams internally to deliver unparalleled value. If you excel at building high-level relationships, thrive on rigorous commercial execution, and want to contribute to a dynamic team that values innovation, join us and fuel your success at Panopto!

You'll also have opportunities to contribute to other initiatives that directly advance our core values and support you in elevating your craft.

How You’ll Contribute:

In this role, you will have the opportunity to:

• Architect Enterprise Account Strategy: Design and execute comprehensive, long-term strategic plans for Panopto's highest-value corporate accounts, turning baseline product adoption into deeply integrated, high-revenue enterprise partnerships.

• Build C-Suite & Executive Alliances: Cultivate robust, trusted relationships with key enterprise decision-makers (including CHROs, CLOs, CTOs, and CIOs) as well as critical stakeholders across Corporate L&D, IT, and Procurement, positioning Panopto as a vital piece of their infrastructure.

• Drive Organizational Alignment & Value Realization: Proactively map our corporate clients' overarching strategies and operational challenges to Panopto’s VCMS/LMS solutions, expertly positioning our platform as a critical enabler for their global training, knowledge management, and financial objectives.

• Accelerate Revenue Growth: Uncover, qualify, and close high-impact upsell and cross-sell opportunities, translating complex customer business needs into solutions that consistently exceed your expansion and growth targets.

• Lead High-Value, Complex Negotiations: Structure, manage, and finalize enterprise-level renewal agreements and expansion proposals, utilizing superior presentation and negotiation skills to ensure mutual long-term value and commercial equity.

• Orchestrate Cross-Functional Collaboration: Mobilize resources and champion seamless collaboration across Panopto's executive leadership, Product, Marketing, Sales, and Customer Success teams to eliminate deployment friction and deliver an exceptional customer experience.

• Solve Complex Problems & Advocate for Clients: Act as the ultimate internal escalation point for critical customer challenges, demonstrating an unwavering commitment to resolving issues with speed, efficacy, and executive-level advocacy.

• Synthesize Market Intelligence: Maintain a deep understanding of emergent corporat