Inside Sales Account Manager (US Shift)

Progress Software; Bengaluru; On-site; INR 2,200,000 - 3,600,000; Full time

Job summary

Progress Software in Bengaluru is seeking a New Business Expansion Account Manager for our Infrastructure team. You will drive revenue growth across a North America territory, hunting for net-new logos and farming existing customers for cross-sell, upsell and expansion opportunities.

The role requires proactive prospecting, disciplined pipeline creation, and end-to-end sales execution across inbound and self-generated opportunities.

Qualifications

• Experience in technical software, SaaS, infrastructure, cybersecurity, networking, cloud or enterprise technology sales in the North American market.
• Proven ability to hunt for new business and farm existing accounts for expansion, cross-sell and upsell opportunities.
• Demonstrated success generating self-sourced pipeline through outbound prospecting and account-based selling.
• Strong discovery, qualification, presentation, objection-handling, negotiation, and closing skills.
• Ability to communicate with technical, business, and C-level stakeholders and translate customer challenges into relevant solutions.
• Highly motivated self-starter with ability to drive business independently.
• Track record of achieving sales goals in a quota-based environment.
• Solid working knowledge of Salesforce and sales engagement tools like Salesloft and LinkedIn Sales Navigator.
• Excellent time management, organization, forecasting, and written/verbal communication skills.
• Willingness to work in US time zone from 6 PM to 3 AM IST.

Responsibilities

• Hunt for new logos and generate pipeline.
• Own new business pipeline and revenue generation across North America territory.
• Identify, engage and qualify net-new accounts through outbound prospecting and targeted outreach.
• Research target accounts to identify priorities, initiatives, and buying triggers.
• Qualify and progress inbound opportunities while building a self-sourced pipeline via outbound.
• Work on inbound leads and qualify Progress products via calls, email, and LinkedIn.
• Develop and maintain a healthy funnel to support quarterly and annual revenue targets.
• Move non-sales-ready leads to nurture campaigns for ongoing marketing nurture.
• Identify cross-sell, upsell, and expansion opportunities across Progress Infrastructure portfolio.
• Build relationships with executive and technical stakeholders to increase account penetration.
• Own sales process from discovery to closure, partnering with Solution Consultants and cross-functional teams.
• Maintain forecasts and Salesforce discipline across accounts and activities.
• Track campaign performance and share insights with Marketing to improve future campaigns.
• Provide clear updates on lead progression, pipeline, and next actions.

Skills

SaaS sales

Account-based selling

Discovery & closing

Executive stakeholder management

Self-motivated hunter

Tools

Salesforce

Salesloft

LinkedIn Sales Navigator

Job description

Job Summary

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 are proud to have a diverse, global team where we value the individual and enrich our culture by considering varied perspectives, because we believe in people's power progress. Join us as a New Business Expansion Account Manager for our Infrastructure team in Bangalore and help us propel business forward.

We are Progress we offer the best platform for building and deploying tomorrows applications quickly and easily. We are bold, forward-thinking innovators who build things that work and care about our customers. We invent and reinvent every day, work together as one, value and respect each other, and cheer our wins. This is for our Infrastructure line of products.

Role purpose:

Own revenue growth across an assigned North America territory by hunting for net-new logos and farming existing customers for cross-sell, upsell and expansion opportunities. The role requires proactive prospecting, disciplined pipeline creation, and end-to-end sales execution across both inbound and self-generated opportunities.

Responsibilities

• Hunt for new logos and generate pipeline
• Own new business pipeline and revenue generation across an assigned North America territory.
• Proactively identify, engage and qualify net-new accounts through outbound prospecting, account-based selling and targeted outreach.
• Research target accounts to identify business priorities, technology initiatives, organizational changes, buying triggers and the right personas for generating outbound opportunities.
• Qualify and progress opportunities received from inbound, while building a strong self-sourced pipeline via outbound.
• Work on Inbound leads, acknowledge, follow up and qualify them for Progress products like Whatsup Gold, Loadmaster, Chef via calls, email and LinkedIn.
• Develop and maintain a healthy funnel to support consistent achievement of quarterly and annual revenue targets.
• After completing the required cadence, move leads that are not yet sales-ready into the appropriate nurture bucket so they can return to ongoing marketing nurture programmes.
• Identify and develop cross-sell, upsell and expansion opportunities across the Progress Infrastructure portfolio by leveraging installed products, account history and customer priorities.
• Build relationships with executive, business and technical stakeholders to increase account penetration and execute growth plans with Account Management and Channel teams.
• Own the sales process from discovery and solution positioning through demonstration, negotiation and closure, partnering with Solution Consultants and cross-functional teams as required.
• Maintain deal momentum and consistently achieve revenue, pipeline creation and opportunity generation targets.
• Maintain accurate forecasts and strong Salesforce discipline across accounts, opportunities, activities, and next steps.
• Track campaign performance, lead quality, cadence and KPI adherence, and share actionable insights, disqualification reasons and nurture trends with Marketing to improve future campaigns.
• Provide clear updates on lead progression, pipeline creation, customer feedback, and next actions.

Requirements

• Technical software, SaaS, infrastructure, cybersecurity, networking, cloud or enterprise technology sales experience in the North American market.
• A proven ability to hunt for new business and farm existing accounts for expansion, cross-sell and upsell opportunities.
• Demonstrated success generating self-sourced pipeline through outbound prospecting and account-based selling.
• Strong discovery, qualification, presentation, objection-handling, negotiation, and closing skills.
• The ability to communicate with technical, business, and C-level stakeholders and translate customer challenges into relevant solutions.
• A highly motivated, proactive self-starter mindset with the ability to drive business independently.
• A track record of achieving or exceeding sales goals in a quota-based variable compensation environment.
• Solid working knowledge of Salesforce and sales engagement or prospecting tools such as Sales loft and LinkedIn Sales Navigator.
• Excellent time management, organization, forecasting, and written and verbal communication skills.
• Willingness to work in the US time zone from 6 PM to 3 AM IST.