Note: The job is a remote job and is open to candidates in USA. BigPanda is a fast-growing, values-driven, global company that enables Tech Ops teams to keep the digital economy running. As a Strategic Account Manager, you will manage and grow relationships with large, complex customers, focusing on strategic partnerships and delivering long-term value through tailored solutions.
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
Skills
- 8+ years of experience managing and growing large, complex accounts in a software/SaaS environment, with a track record of exceeding revenue targets
- Demonstrated ability to engage and influence senior executives, aligning solutions to their strategic priorities and driving expansion
- Strong foundation in articulating business value, particularly within innovative technology domains (e.g., AIOps, SaaS/Cloud)
- Expertise in navigating and closing complex, high-value deals within global organizations
- Deep commitment to understanding customer needs, ensuring satisfaction, and delivering tailored solutions
- A natural collaborator who thrives in dynamic environments, leveraging internal resources to deliver impactful results
- Ability to navigate challenging situations with empathy, active listening, and perseverance
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
- 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.
- BigPanda has a significant focus on career development that is at the core of our employee experience.
Company Overview
BigPanda is a software development firm that offers IT Ops, NOC, and DevOps teams to detect, investigate, and resolve IT incidents. It was founded in 2012, and is headquartered in Redwood City, California, USA, with a workforce of 201-500 employees. Its website is https://www.bigpanda.io.