Account Manager, EMEA

Panopto is a dynamic and rapidly growing company backed by a leading private equity firm. With a team of approximately 200 dedicated professionals, we are committed to empowering learners with interactive video.

As we continue to support growth and expansion, we are seeking a dynamic, results-driven Account Manager to join our team, focusing primarily on the higher education and K-12 industries.

Position Overview:

As an Account Manager, you will be accountable 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 orientation, exceptional communication skills, and the ability to thrive in a fast-paced software company environment. Other duties may be assigned to help drive our vision and mission to  alignment with our organization’s values.

In this role, you will...

• Client Relationship Management: Develop and maintain strong relationships with key decision-makers and stakeholders in 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, targets, and obstacles to identify upselling opportunities and position relevant software solutions.
• Upselling and Cross-Selling: Achieve assigned quarterly and annual sales targets by proactively identifying opportunities to upsell and cross-sell additional software licenses, modules, or 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.
• 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 obligations in partnership with the legal and finance departments.
• Account Planning and Forecasting: Develop account plans and strategies to achieve upselling and renewal targets. 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 updated on industry trends, market dynamics, and lucrative landscapes within the higher education and K-12 sectors. 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.

• 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 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 10% to client sites or industry events (as required).

The Team:

The Account Management Team works closely with our customers to help ensure they continue to realize the value of their investment in Panopto as well as grow the value of customer accounts through cross sell and upsell. You’ll work closely with your fellow Account Managers as well as interacting with Technical Support, Implementation, New Business colleagues and Product colleagues to ensure Panopto is always adding value for our customers.

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.

Job Applicant Privacy Notice (compliant with GDPR)

As part of any recruitment process, Panopto Global Ltd collects and processes personal data relating to job applicants. The organization is committed to being transparent about how it collects and uses that data and to meeting its data protection obligations.

What information do we collect?

Panopto Global Ltd collects a range of information about you. This includes:

• your name, address and contact details, including email address and telephone number;

• details of your qualifications, skills, experience and employment history;

• information about your current level of remuneration, including benefit entitlements;

• whether or not you have a disability for which the organization needs to make reasonable adjustments during the recruitment process; and

• information about your entitlement to work in the UK.

Panopto Global Ltd may collect this information in a variety of ways. For example, data might be contained in application forms, CVs or resumes, obtained from your passport or other identity documents, or collected through interviews or other forms of assessment. We may also collect personal data about you from third parties, such as references supplied by former employers. We will seek information from third parties only once a job offer to you has been made and will inform you that we are doing so. Data will be stored in a range of different places, including on your application record, in HR management systems and on other IT systems (including email).

Why does Panopto Global Ltd process personal data?

We need to process data to take steps at your request prior to entering into a contract with you. We may also need to process your data to enter into a contract with you. In some cases, we need to process data to ensure that we are complying with its legal obligations. For example, it is mandatory to check a successful applicant's eligibility to work in the UK before employment starts.

Panopto Global Ltd has a legitimate interest in processing personal data during the recruitment process and for keeping records of the process. Processing data from job applicants allows us to manage the recruitment process, assess and confirm a candidate's suitability for employment and decide to whom to offer a job. We may also need to process data from job applicants to respond to and defend against legal claims. Panopto Global Ltd may process special categories of data, such as information about ethnic origin, sexual orientation or religion or belief, to monitor recruitment statistics. We may also collect information about whether or not applicants are disabled to make reasonable adjustments for candidates who have a disability. We process such information to carry out its obligations and exercise specific rights in relation to employment.

If your application is unsuccessful, Panopto Global Ltd may keep your personal data on file in case there are future employment opportunities for which you may be suited. We will ask for your consent before it keeps your data for this purpose and you are free to withdraw your consent at any time.

Who has access to data?

Your information may be shared internally for the purposes of the recruitment exercise. This includes members of the HR and recruitment team, interviewers involved in the recruitment process, managers in the business area with a vacancy and IT staff if access to the data is necessary for the performance of their roles.

We will not share your data with third parties, unless your application for employment is successful and we make you an offer of employment. We will then share your data with former employers to obtain references for you, employment background check providers to obtain necessary background checks.

How does Panopto Global Ltd protect data?

We take the security of your data seriously. We have internal policies and controls in place to ensure that your data is not lost, accidentally destroyed, misused or disclosed, and is not accessed except by our employees in the proper performance of their duties.

For how long does Panopto Global Ltd keep data?

If your application for employment is unsuccessful, the organization will hold your data on file for 6 (six) months after the end of the relevant recruitment process. If you agree to allow us to keep your personal data on file, we will hold your data on file for a further 6 (six) months for consideration for future employment opportunities. At the end of that period, or once you withdraw your consent, your data is deleted or destroyed. You will be asked when you submit your CV whether you give us consent to hold your details for the full 12 months in order to be considered for other positions or not.

If your application for employment is successful, personal data gathered during the recruitment process will be transferred to your Human Resources file (electronic and paper based) and retained during your employment. The periods for which your data will be held will be provided to you in a new privacy notice.

Your rights

As a data subject, you have a number of rights. You can:

• access and obtain a copy of your data on request;

• require the organization to change incorrect or incomplete data;

• require the organization to delete or stop processing your data, for example where the data is no longer necessary for the purposes of processing; and

• object to the processing of your data where Panopto Global Ltd is relying on its legitimate interests as the legal ground for processing.

If you would like to exercise any of these rights, please contact hr@panopto.com. If you believe that the organization has not complied with your data protection rights, you can complain to the Information Commissioner.

What if you do not provide personal data?

You are under no statutory or contractual obligation to provide data to Panopto Global Ltd during the recruitment process. However, if you do not provide the information, we may not be able to process your application properly or at all.