Senior Strategic Account Manager, Corporate

Company Overview: At Panopto, we are the most customer-centric learning technologycompany in the world. As the leader in visual and audio-based learning, we empower organizations to share knowledge effortlessly in a capture and post-capture world. We don’t just build software; we obsess over our users’ goals to deliver solutions that truly matter. Our mission is simple: to attract the brightest talent, people like you, to Elevate the Craft and do the most impactful work of your career. Position Summary: Grow your career as a Senior Strategic Account Manager, Corporate at Panopto! If you are a highly accomplished, outcomes-driven professional who thrives in a fast-paced environment and possesses a passion for driving customer success, this is your opportunity to make a massive impact. In this pivotal role, you will design and execute the comprehensive blueprints that transform our most critical commercial and enterprise accounts into lifelong strategic partnerships. Serving as a trusted advisor to C-suite and executive leadership (such as CLOs, CHROs, and CIOs), you will deeply comprehend their institutional priorities, evolving challenges, and digital transformation goals. By aligning Panopto’s cutting-edge Video Content Management Systems (VCMS) and Learning Management Systems (LMS) directly with their overarching business objectives, you will ensure our clients maximize the value of their investment. This is a highly collaborative, visionary role requiring an exceptional track record of exceeding client expectations and accelerating account expansion. You will hold full accountability for protecting recurring revenue, driving sustainable growth, and orchestrating cross-functional teams internally to deliver unparalleled value. If you excel at building high-level relationships, thrive on rigorous commercial execution, and want to contribute to a dynamic team that values innovation, join us and fuel your success at Panopto! 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 have the opportunity to: 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. Establish Performance Baselines: Implement routine tracking of key account performance metrics to proactively identify areas of improvement and optimization for your clients. Within 1 Year — First Measurable Impact on Net Revenue Retention (NRR) Secure Core Revenue: Successfully retain and protect key enterprise renewals within your portfolio, achieving or exceeding your net revenue retention (NRR) target. Execute Expansion Playbooks: Close a minimum of two major account expansions (cross-sell or upsell) by successfully aligning Panopto's advanced features with newly surfaced client business needs. Your Legacy — Full Ownership of Scale and Governance Scale Best Practices: Establish a repeatable, documented framework for corporate account governance and value realization that can be scaled across Panopto's global Account Management organization. Cultivate a Culture of Excellence: Leave a lasting impact on the team through continuous mentorship, elevated negotiation strategies, and