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.
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