The Role
Manage and grow large, complex enterprise accounts as a trusted advisor to C-suite and senior IT leaders. Develop and execute strategic account plans, demonstrate platform value, drive revenue expansion and retention, lead complex global deal negotiations, and collaborate with cross-functional teams to align products and deliver customer outcomes. Meet or exceed quarterly revenue and retention targets and provide market feedback to influence product direction.
Summary Generated by Built In
Location requirements:
Remote based role. Open to candidates in the United States
About the Role:
As a Strategic Account Manager at BigPanda, you will play a pivotal role in managing and growing relationships with our largest and most complex customers. Your focus will be on fostering strategic executive partnerships, aligning our solutions to customer business outcomes, and delivering long-term value.
You will be a trusted advisor to C-suite and senior IT leaders, leveraging your expertise to navigate intricate organizational structures, drive customer satisfaction, and achieve revenue growth.
Key Responsibilities:
- Customer Relationship Management: Act as the primary point of contact for large, complex accounts, building trust and credibility with senior executives, including CIOs and CXOs, by addressing their strategic priorities and challenges.
- Strategic Account Planning: Develop and execute comprehensive account plans that align with customer business objectives, ensuring sustainable growth and long-term partnership.
- Value-Driven Engagement: Articulate and demonstrate the tangible value of our platform, ensuring customer success and satisfaction through innovative solutions tailored to their needs.
- Revenue Growth and Retention: Drive revenue expansion through strategic upselling and cross-selling, while ensuring high customer satisfaction and retention within your portfolio.
- Negotiation and Deal Closure: Lead complex, global deal negotiations, navigating procurement processes, and closing high-value contracts that drive mutual success.
- Collaboration and Advocacy: Work closely with cross-functional teams—including customer success, marketing, product, and support—to deliver tailored strategies, improve product alignment, and advocate for customer needs.
- Market Insight and Feedback: Provide insights into customer trends and feedback to internal teams, contributing to continuous improvement in product development and service delivery.
- Performance Achievement: Consistently meet or exceed quarterly revenue and retention targets, showcasing your ability to drive results in a fast-paced environment.
What We’re Looking For:
- Proven Expertise: 8+ years of experience managing and growing large, complex accounts in a software/SaaS environment, with a track record of exceeding revenue targets.
- Strategic Selling Skills: Demonstrated ability to engage and influence senior executives, aligning solutions to their strategic priorities and driving expansion.
- Value Articulation: Strong foundation in articulating business value, particularly within innovative technology domains (e.g., AIOps, SaaS/Cloud).
- Deal Leadership: Expertise in navigating and closing complex, high-value deals within global organizations.
- Customer-Centric Approach: Deep commitment to understanding customer needs, ensuring satisfaction, and delivering tailored solutions.
- Collaborative Leadership: A natural collaborator who thrives in dynamic environments, leveraging internal resources to deliver impactful results.
- Resilience and Adaptability: Ability to navigate challenging situations with empathy, active listening, and perseverance.
About Us:
BigPanda is a fast-growing, values-driven, global company that enables Tech Ops teams to keep the digital economy running. BigPanda’s AI-driven IT operations (aka AIOps) platform transforms IT data into insight and action. By eliminating IT noise, automating incident management, and keeping our customers’ digital services up and running around the clock, we become a mission-critical part of our customers’ IT operations.
With BigPanda, some of the world’s largest enterprises including Hulu, Cisco, United, and many others are able to reduce costs and increase efficiencies, accelerate business velocity, and deliver extraordinary customer experiences.
BigPanda is backed by top-tier investors including Sequoia, Mayfield, Battery, Insight Partners, Advent International, and Greenfield Partners.
We have an awesome team of motivated, knowledgeable, fun-loving, and friendly Pandas. We provide comprehensive health coverage, parental leave, competitive cash and equity compensation, and a supportive, collaborative, and innovative environment to empower you to do the best work of your career.
Our Benefits:
- Competitive equity
- Remote-first environment
- Unlimited PTO
- Twelve (12) paid holidays throughout the year
- Comprehensive health benefits
- #PandaParent support. Financial assistance for fertility, adoption, and surrogacy expenses, plus up to eighteen (18) weeks of fully paid leave for birthing parents and up to twelve (12) weeks for non-birthing parents.
- Financial planning services
- Employee learning & development budget
- Values-based recognition (quarterly and annually)
- Social community & ERG programs
- Dog friendly office
- Lunches provided in office
- Flexible work environment along with a work-from-home stipend to support remote work arrangements
- Values-based culture
Please note that visa sponsorship is not available for this position.
Market competitive salary with an anticipated OTE range of $300,000- $150,000. Actual salaries will vary depending on a candidate’s experience, qualifications, skills, and location
BigPanda offers a generous total rewards package that includes base pay, bonus, equity, and a world-class benefits program. We run two (2) compensation review cycles per year to ensure that managers can recognize employees without much lag between achievement and reward. All of this builds toward the best compensation we can give to anyone: the ability to develop your skills each and every day. BigPanda has a significant focus on career development that is at the core of our employee experience.
BigPanda is proud to be an Equal Employment Opportunity workplace employer. We do not discriminate based upon race, religion, color, national origin, gender (including pregnancy, childbirth, or related medical conditions), sexual orientation, gender identity, gender expression, age, status as a protected veteran, status as an individual with a disability, or other applicable legally protected characteristics.
Note: BigPanda is an E-Verify Employer
If you need assistance or an accommodation due to a disability, you may contact us at [email protected].
Skills Required
- 8+ years managing and growing large, complex accounts in a software/SaaS environment with a track record of exceeding revenue targets.
- Proven ability to engage and influence C-suite and senior IT executives and align solutions to strategic priorities.
- Experience articulating business value in innovative technology domains (e.g., AIOps, SaaS/Cloud).
- Expertise navigating and closing complex, high-value, global deals and procurement processes.
- Customer-centric approach with strong commitment to customer satisfaction and tailored solutions.
- Collaborative leadership: ability to work cross-functionally with customer success, product, marketing, and support.
- Resilience, adaptability, empathy, and strong active listening in challenging situations.
- Remote-based in the United States (must be eligible to work without sponsorship).
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The Company
What We Do
BigPanda is the only Event Correlation and Automation platform built for domain-agnostic AIOps. We transform how IT teams prevent outages and resolve incidents by turning data into insights and action. Without BigPanda, IT Ops and DevOps teams struggle with manual and reactive incident response capabilities that are badly suited for the scale, complexity and velocity of modern IT environments. This results in painful outages, unhappy customers, growing IT headcount and the inability to focus on innovation. Fortune 500 enterprises such as Intel, Cisco, United, Nike, Marriott and Expedia rely on BigPanda to prevent outages, reduce costs, and give their teams time back for digital transformation. BigPanda helps organizations take a giant step towards Autonomous IT Operations by turning IT noise into insights and manual tasks into automated actions. BigPanda is backed by top-tier investors including Sequoia Capital, Mayfield, Battery Ventures, Greenfield Partners and Insight Partners. Visit www.bigpanda.io for more information.
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