Senior Strategic Account Manager – Education

Senior Strategic Account Manager – Education

Requirements

• Bachelor’s degree in Business Administration, Marketing, Sales, Education Technology, or a related field. Master’s degree preferred.
• Minimum of 7 years of experience in account management or sales, with a significant focus on the higher education market.
• Demonstrable experience working with higher education institutions utilizing Learning Management Systems (LMS) and/or Video Content Management Systems (VCMS) is essential.
• Proven track record of building and maintaining strong, strategic relationships with clients while exceeding key metrics.
• Excellent communication, presentation, and interpersonal skills, with the ability to effectively communicate with diverse stakeholders.
• Strong strategic thinking, analytical, and problem-solving abilities.
• Proven ability to identify and pursue growth opportunities within existing accounts.
• Experience with CRM and Customer Success software (e.g., Salesforce) and other relevant sales and account management tools.
• Deep understanding of the unique needs and challenges of higher education institutions.
• Results-oriented with a strong focus on achieving and exceeding targets.
• Ability to work independently and as part of a collaborative team.
• Available to travel up to 24–50% as needed to serve our customers.

Responsibilities

• Develop and execute comprehensive strategic account plans for assigned higher education clients, focusing on achieving client goals and driving revenue growth for Panopto.
• Establish and maintain strong, long-term relationships with key stakeholders at all levels within client institutions, including executive leadership, IT departments, and academic staff.
• Proactively understand clients’ evolving needs, challenges, and strategic priorities related to their use of LMS and/or VCMS solutions.
• Effectively articulate the value proposition of our LMS and/or VCMS offerings and align our solutions with clients’ specific requirements and objectives.
• Identify and pursue opportunities for upselling and cross-selling our products and services within existing accounts to achieve and exceed revenue targets.
• Work closely with internal teams, including Sales, Marketing, Product Development, Customer Success, and Support, to ensure seamless client experiences and successful project delivery.
• Track and analyze key account performance metrics, providing regular reports and insights to both clients and internal management. Identify areas for improvement and proactively implement solutions.
• Serve as the primary point of escalation for client issues, working diligently to understand, address, and resolve concerns in a timely and effective manner.
• Maintain a strong understanding of the higher education landscape, including trends, challenges, and the competitive environment, particularly within the LMS and VCMS sectors.
• Participate in renewal negotiations and present proposals for additional products and services.
• Provide guidance and support to junior account management team members, as needed.

Preferred Qualifications

• Previous experience working directly for an Education-focused LMS or VCMS provider.