Inside Account Manager

Progress Software Corporation; Bengaluru; On-site; INR 900,000 - 1,500,000; Full time

Benefits offered by this job

Employee Stock Purchase Plan

Health Insurance

30 days paid leave

Job summary

Progress Software Corporation in Bengaluru seeks an Inside Sales Account Manager to manage a large portfolio of existing accounts and drive renewals and revenue growth. You will focus on ShareFile and related Digital Experience products, cultivating relationships with key stakeholders in US-based accounts.

The role requires proven software sales experience, strong communication, and ability to work US time zones. Commissionable compensation and stock plan included.

Qualifications

• Bachelor’s degree in business administration, sales, marketing (MBA a plus).
• Minimum 2 years of technical software product sales experience in the US market.
• Proven account management experience with a large portfolio.

Responsibilities

• Own and grow an assigned book of business (>1000 accounts).
• Develop relationships with key stakeholders across departments.
• Understand renewal requirements and drive retention >90%.
• Identify upsell/cross-sell opportunities to expand revenue.
• Forecast downgrades/churn and build a growth pipeline.

Skills

Verbal communication

Written communication

Organization

Time management

CRM software

MS Office (Excel)

Sales negotiation

Analytical mindset

Education

Bachelor’s degree in business administration, sales, marketing

MBA (plus)

Tools

CRM software

MS Office (Excel)

Job description

We are Progress (Nasdaq: PRGS) - the trusted provider of software that enables our customers to develop, deploy and manage responsible, AI-powered applications and experiences with agility and ease.

We’re proud to have a diverse, global team where we value the individual and enrich our culture by considering varied perspectives because we believe people power progress.

The team isdriving the business from our existing customers throughrevenue growth targets, while managing a pipeline of targeted renewal accounts and identifying potential upsell opportunities in our customer base and over time cross-sells.

We’re proud to have a diverse, global team where we value the individual and enrich our culture by considering varied perspectives because we believe people power progress. Join us as an Inside Account Manager in Bengaluru and help us do what we do best: propelling business forward. Learn more about us.

Inside Sales Account Manager will work for our Digital Experience line of products, focusing on ShareFile. This role involves managing customer relationships, understanding their needs, and driving sales growth. The ideal candidate will have a proven track record in software sales, particularly in the US market, and will be motivated to exceed sales quotas.

Your Area of Responsibility:

• Account Management: Take ownership and accountability for ensuring customer retention and growth within the assigned book of business. Manage and grow a portfolio of over 1000 existing accounts.
• Relationship Management: Develop and maintain strong relationships with key stakeholders in high-priority accounts. Ensure multiple connections are established per account from various departments and roles to enable deeper account penetration with Progress products like ShareFile.
• Renewal Requirements: Understand primary use cases, utilization patterns, and map out basic renewal requirements well in advance for each account. Handle customer retention and renewal processes efficiently.
• Retention Rate: Achieve a retention rate greater than 90% in terms of the number of accounts and, more importantly, the value of accounts.
• Long-term Relationships: Maintain long-term relationships by understanding customers’ business and aligning our product's current and future value to drive higher adoption and revenue.
• Revenue Expansion: Focus on identifying and executing revenue expansion opportunities within assigned accounts through distinct upsell and cross-sell motions. Identify opportunities for upselling and cross-selling to maximize revenue.
• Forecasting: Accurately forecast any potential downgrades or churns and offset them with a growth pipeline.
• Pipeline Management: Manage a healthy and active pipeline to achieve and exceed quarterly/yearly goals.
• Attention to Detail: Ensure meticulous attention to detail in all aspects of account management, from understanding customer needs to executing sales strategies.
• Volume/Velocity Business: Each account manager will need to transact with over 1000 accounts every year, maintaining high efficiency and effectiveness in managing a large volume of accounts.
• Client Issues: Address client issues and provide tailored solutions to meet their needs.
• CRM Utilization: Utilize CRM software to track client interactions and manage account activities.
• Metrics Analysis: Analyze account metrics and generate insights for growth strategies, with a strong emphasis on understanding and leveraging utilization patterns.
• Cross-functional Collaboration: Collaborate with cross-functional teams to ensure client satisfaction.
• Reporting: Prepare and present reports on account status and performance.
• Automation: Work with cross-functional teams to ensure as much of the business is auto-billed to ensure the manual efforts are spent on value-added activities
• Product Feedback: Ensure client trends and product use case trends or gaps are communicated regularly to the product team

Qualifications:

• Education: Bachelor’s degree in business administration, Sales, Marketing, or a related field. An MBA is a plus.
• Experience: Minimum 2 years of technical software product sales experience in the US market. Proven experience in account management, preferably managing a large portfolio of accounts.
• Skills: Excellent verbal and written communication skills. Strong organizational and time management abilities. Proficiency in CRM software and MS Office, particularly Excel. Strong sales and negotiation skills. Analytical mindset with the ability to forecast and track key account metrics.
• Attributes: Ability to thrive in a fast-paced, dynamic environment. Resilience in handling challenging situations and client demands. Highly motivated self-starter with the ability to drive business independently.
• Willing to work in US Time zone [6:00 PM to 3:00 AM IST]

If this sounds like you and fits your experience and career goals, we’d be happy to chat. What we offer in return is the opportunity to experience a great company culture with wonderful colleagues to learn from and collaborate with, and also to enjoy:

Compensation

• Competitive remuneration package
• Employee Stock Purchase Plan Enrollment

Vacation, Family, and Health

• 30 days of earned leave
• An extra day off for your birthday
• Various other leaves like marriage leave, casual leave, maternity, and paternity leave
• Premium Group Medical Insurance for employees and five dependents, personal accident insurance coverage, life insurance coverage
• Professional development reimbursement
• Interest subsidy on loans - either vehicle or personal loans
• Health Club reimbursement