Strategic Account Manager (Japanese speaking)

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.
To enhance our team and as we continue to promote growth and expansion, we are seeking an experienced Senior Account Manager to build strategic, enduring customer relationships, and maximize the customer lifetime value within the assigned portfolio of customers 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 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. 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:

• 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.

The Team:The Strategic Account Manager is an essential contributor by helping our strategic customers grow and achieve goals while simultaneously strengthening their relationship with Panopto. Our team represents the fastest growing region in the company, you will have an opportunity to make a significant impact on top-line growth.
Join Panopto and be part of an exciting journey where your proactive, thoughtful, creative, respectful, and customer-centric mindset will have a significant impact on our growth trajectory. If you enjoy organizing customer information to tell a story about their experience and truly comprehending how the use of video will make an impact at their organization, we encourage you to apply.
Beyond the RequirementsAt this point, we hope you're feeling excited about the job description you’re reading. Even if you don't feel that you meet every single requiremen