Senior Strategic Account Manager, Corporate at Panopto · Lumi · Lumi

Responsibilities

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 corporate SaaS trends, compliance requirements, and competitive dynamics to guide client strategies and provide actionable feedback that actively shapes Panopto's future product roadmap.
Monitor Performance & Foster Excellence: Track, analyze, and report on key account performance metrics for both clients and internal management, while providing high-level mentorship to team members to raise the collective baseline of execution across the department.
Within 6 Months — Integration and Audit
Audit Your Portfolio: Conduct a thorough health and opportunity audit of your assigned enterprise account tier, identifying high-risk renewals, immediate expansion pathways, and baseline health indicators.
Map Executive Priorities: Establish direct lines of communication with primary executive stakeholders and L&D leaders across your portfolio, mapping their 12-month corporate learning and business objectives to Panopto's capabilities.

Senior Strategic Account Manager, Corporate

Responsibilities

Benefits

Company

Panopto