Inside Sales Account Manager (US Shift)

Progress Software Corporation; Bengaluru; On-site; INR 1,200,000 - 1,800,000; Full time

Benefits offered by this job

Employee Stock Purchase Plan

Health Insurance

30 days of earned leave

Birthday day off

Professional development reimbursement

Interest subsidy on loans

Health Club reimbursement

Job summary

Progress Software Corporation in Bengaluru is seeking an Inside Account Manager to drive revenue growth across an assigned North America territory, focusing on new logos and expanding existing accounts with cross-sell and upsell opportunities.

You will own the full sales lifecycle, from discovery to closure, while maintaining a healthy pipeline and accurate Salesforce forecasts in a fast-paced, global Infrastructure products environment.

Qualifications

• Experience in technical software, SaaS, infrastructure, cybersecurity, networking, cloud or enterprise technology sales in North America.
• Proven ability to hunt for new business and farm existing accounts for expansion, cross-sell and upsell.
• Successful track record 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, proactive self-starter with ability to drive business independently.
• Track record of achieving or exceeding sales goals in a quota-based environment.
• Solid knowledge of Salesforce and sales 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

• Own revenue growth across an assigned North America territory by hunting for net-new logos and farming existing customers for cross-sell and expansion opportunities.
• 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.
• Qualify and progress opportunities from inbound while building a self-sourced pipeline via outbound.
• Develop and maintain a healthy funnel to support quarterly and annual revenue targets.
• Move leads not sales-ready into nurture buckets for ongoing marketing nurture programmes.
• Identify cross-sell, upsell and expansion opportunities across Progress Infrastructure portfolio.
• Build relationships with executive, business and technical stakeholders to increase account penetration.
• Own the sales process from discovery to closure, partnering with Solution Consultants.
• Maintain deal momentum and achieve revenue, pipeline and opportunity targets.
• Maintain accurate forecasts and Salesforce discipline across accounts and campaigns.

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 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’re Progress – we offer the best platform for building and deploying tomorrow’s 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. Join us as an Inside Account Manager for our team in Bangalore. 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.

What you will do in this role

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.

Farm and expand existing customers

• 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.

Manage the full sales lifecycle

• 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.

Forecasting, CRM discipline and collaboration

• 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.

To be successful in this role, we need someone who has

Experience and capabilities

• 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.

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