Responsibilities
- 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.
- 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.
- Develop account plans and strategies to achieve upselling and renewal objectives. 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.
- Stay updated on industry trends, market dynamics, and competitive landscape within the corporations, 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.
- Develop and maintain strong relationships with key decision-makers and stakeholders in enterprise, 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, objectives, and challenges to identify upselling opportunities and position relevant software solutions.
Requirements
- 5 years of experience in sales or account management (ideally in SaaS), with a proven track record of exceeding quotas through authentic relationship building.
- A Bachelor’s degree in business or a related field.
Nice to Have
- Commitment to lifelong learning.
Benefits
- competitive base pay
- health insurance
- flexible spending accounts
- retirement savings plans
- life and disability insurance programs
- programs that provide for both paid and unpaid time away from work
Additional Information
- Up to 25% travel to meet our partners where they are and represent Panopto at industry events.
- The salary range for this position is $65,000 - $75,000 USD per year. This position is also eligible for commission earnings per the Sales Commissions Plan with an on-target-earnings of $108,000 - $125,000 as part of the compensation package. Base pay offered may vary depending on various factors, including, but not limited to: job-related knowledge, skills, experience, and other eligibility factors such as geographic location.
