Account Executive, ANZ (Australia and New Zealand)

Position Overview

• Location Type: Remote
• Employment Type: Full-Time
• Salary: $150,000 - $160,000 AUD per year

As a Sales Executive for Higher Education at Panopto, you will be an essential contributor to our continued growth by driving sales and ongoing revenue from the Panopto solution. You will bring a proven track record of software-as-a-service or platform-as-a-service sales in the education market. Other responsibilities may be assigned to help drive our vision and mission to alignment with our Organization’s Values.

Key Responsibilities:

• Customer Focus: Establish and maintain productive relationships and effective negotiations with customers at multiple levels within organizations. Successfully lead prospects through contract negotiations.
• Pipeline Management: Build and manage a robust pipeline of new education accounts using Salesforce with a high degree of forecast accuracy and visibility into account activity. Exercise sound business judgment, creativity, and resourcefulness in the pursuit of strategic accounts.
• Software Solution Expertise: Effectively identify myriad use cases for our software solution and build a compelling business case tailored to the prospect. Develop a thorough knowledge of a complex technology platform and the ability to launch into a demo with the end-user in mind.
• Collaboration: Collaborate as a team, which may mean taking on additional tasks or projects within the scope of your role. This also offers growth opportunities and helps us scale as business needs evolve. Collaborate with a team to provide Tender and RFP responses.

Requirements

• Proven sales experience managing inbound leads balanced with outbound activity in a high-volume environment.
• Consistent and proven record of exceeding sales quotas.
• Knowledge of the educational technology market.
• Ability to quickly build relationships, uncover needs, and prioritize stakeholder goals for new prospects, as well as uncover additional opportunities within existing accounts.
• Ability to communicate effectively verbally and in writing.
• Experience responding to and managing tenders issued by Universities.
• Proven ability to demonstrate software products to functional and technical audiences.
• Skills necessary to negotiate and close new client sales, including reviewing and delivering contracts, pricing, terms, and conditions.
• Experience balancing efforts between inbound and outbound activities to build and manage a pipeline of more than 50 accounts with 6+ month sales cycles.

Responsibilities

• Drive sales and ongoing revenue from the Panopto solution within the Higher Education market in Australia and New Zealand.
• Establish and maintain relationships with key stakeholders within higher education institutions.
• Manage a robust sales pipeline using Salesforce.
• Identify and pursue new business opportunities.
• Respond to and manage tenders and RFPs.
• Collaborate with the team on various projects and initiatives.

Company Information

• Company: Panopto
• Overview: 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 an experienced Account Executive focused on the Higher Education SaaS sales in Australia and New Zealand.