Account Manager - Panorama Education
Boston, MA
About the Job
About Panorama:
Panorama is a fast-growing national technology company focused on radically improving education. More than 2,000 school systems serving 15 million students across all 50 states have adopted our platform to understand students' academic and social-emotional strengths and to identify those in need of additional support. School systems turn to our suite of tools to ensure that every child gets the support they need, including school climate and social-emotional learning surveys, tiered intervention planning, and professional development.
Panoramians can choose to work fully remote anywhere within the Continental United States, in-person from our Boston office, or a hybrid option.
About the Role:
As an Account Manager, you play a pivotal role on the Account Management team, responsible for renewing accounts and driving revenue growth across your portfolio. Your primary responsibilities include retaining business, identifying and closing expansion opportunities, and developing strong relationships with school and district leaders. You will work closely with client buyers and decision-makers including Superintendents of school districts and leaders of charter management organizations to ensure that Panorama's value is being articulated, ultimately leading to successful retention and growth across your accounts.
Key Responsibilities:
- Minimize customer attrition and increase account growth
- Meet regularly with customers to discuss progress to goals and find new ways to improve student impact
- Communicate consistently and proactively with customers to address their needs, anticipate potential concerns, and ensure a great customer experience
- Early identification of at-risk clients and escalation of potential risks or challenges
- Drive product knowledge and adoption by coaching customers on best practices and advocating for customer needs within Panorama Education
- Maintain data hygiene including pipeline, activity entry, contact information
- Leverage customer data to provide clear and relevant information to drive improvements
- Own renewals across a large portfolio of partner districts, understanding budget cycles and contract options preferred by our clients, including licenses fee structures and renewal timing
- Increase business with existing clients by discovering and maturing opportunities to grow Panorama's business
- Ability to travel 5-10% of the year to meet customers in-person and at conferences to build relationships, represent the company, gather feedback, negotiate deals, network with industry professionals, provide support, and stay informed on industry trends
- Collaborate closely with project leads to provide outstanding relationship management and function as a thought partner to our clients
- Triage client requests to the appropriate internal team to ensure clients are getting the best experience using our platform
Our Ideal Candidate Has:
- 1+ year of Account Management experience in meeting or exceeding quotas and receiving positive customer feedback
- Solution-oriented account management with a large portfolio (100+ accounts); demonstrated track record of renewing accounts, negotiating contracts, upselling accounts, exceeding goals, and building client relationships
- Proven ability at leading strategy for client health interventions
- Excellent written and verbal communication skills, with the ability to effectively summarize meetings, keep detailed CRM notes, and foster positive client interactions
- Strength in overcoming objections and conflict resolution, with a deep understanding of customer needs and industry trends
- Ability to adapt and respond quickly to change
- Advanced use of Google Suite, Gainsight, and Salesforce
- Demonstrated ability to prioritize and multi-task in a deadline-driven environment
- Strong organizational skills and attention to detail
- Solution-oriented and proactive in problem-solving
- Team player with a positive attitude, able to collaborate cross-functionally to retain and expand business
- Adherence to consistent processes and CRM usage to maintain predictability, forecasting accuracy, and accountability in client interactions
- Demonstrated ability to prioritize accounts with competing priorities, balancing client requests, upcoming renewals, project deadlines and internal work streams
- Experience creatively mitigating client objections to renewal and reinforcing value add by listening to client needs and providing solutions
- Ability to develop relationships with district leadership (Superintendent, Assistant Superintendent, eg)
- Strong interest in supporting technology for K-12 education with a commitment to using data to improve student outcomes, particularly addressing issues of equity and access
Salary: The base salary for this role is $92,000 with an on target earnings of $115,000
The "Base Salary" range represents the low and high end of the anticipated salary range for this position across all US locations. The determination of this anticipated Base Salary range involves the consideration of many factors in making compensation decisions including but not limited to: unique skill sets, experience, training, performance, licensure and certifications, as well as other business and organizational needs. Our anticipated Base Salary determination is just one component of Panorama's competitive total rewards strategy that also includes annual bonus or commission awards, equity awards, as well as other region-specific health and welfare benefits.
Panorama Education is dedicated to building a diverse and inclusive company because we serve students, educators and families from tremendously diverse backgrounds and identities across the country; we've seen how our product and impact are strengthened the more we reflect that diversity. In addition, we have found (and we believe the research) that diverse teams are higher-performing, and we embrace the varied perspectives that our team members share with each other. As such, we are an Equal Opportunity Employer. Panorama also has a policy on maintaining a drug-free workplace.
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