Inside Account Manager

About the Company

Progress (Nasdaq: PRGS) is a renowned leader in software solutions, empowering customers to build, deploy, and manage AI-powered applications with flexibility and efficiency. We believe in fostering a diverse global workforce where individual perspectives drive innovation.

Role Overview

Join our Bengaluru team as an Inside Account Manager responsible for managing and growing our existing customer base, specifically focusing on the Digital Experience products including ShareFile. This role requires driving revenue growth through renewals, upselling, and cross-selling while maintaining strong relationships with a portfolio of over 1000 accounts predominantly in the US market.

Key Responsibilities

• Own and be accountable for customer retention and expansion within your assigned portfolio exceeding 1000 accounts.
• Build and maintain robust relationships with key stakeholders across various departments at each account to deepen product adoption.
• Understand renewal requirements proactively by analyzing product usage and customer needs to ensure smooth retention processes.
• Maintain a retention rate above 90%, focusing on both the number and the value of accounts.
• Develop long-term partnerships by aligning product solutions with evolving customer business goals to enhance adoption and revenue.
• Identify sales opportunities to increase revenue through upselling and cross-selling within your accounts.
• Forecast churn and downgrades accurately and balance it with growth opportunities.
• Manage a healthy sales pipeline to consistently meet or surpass quarterly and annual sales targets.
• Handle high volume account transactions efficiently, ensuring quality and attention to detail.
• Resolve client issues with tailored solutions promptly to maintain customer satisfaction.
• Utilize CRM tools to track interactions and manage all account activities effectively.
• Analyze usage patterns and account metrics to strategize for revenue growth.
• Collaborate with cross-functional teams to enhance client experience and streamline account management.
• Prepare and deliver comprehensive reports on account performance and status.
• Work with teams to automate billing processes, freeing efforts for value-added activities.
• Regularly communicate evolving client trends and product feedback to the product team for continuous improvement.

Qualifications and Skills

• Bachelor’s degree in Business Administration, Sales, Marketing, or related discipline; MBA preferred.
• At least 2 years of experience in technical software product sales targeting the US market with proven success managing large portfolios.
• Strong verbal and written communication capabilities.
• Excellent time management and organizational skills.
• Proficiency in CRM systems and Microsoft Office, especially Excel.
• Robust sales and negotiation abilities combined with analytical skills to forecast and monitor key account metrics.
• Self-driven, resilient, and capable of thriving in a fast-paced, dynamic environment independently.
• Willingness to work US time zone shifts (6:00 PM to 3:00 AM IST).

Compensation and Benefits

• Competitive salary package.
• Participation in Employee Stock Purchase Plan.
• 30 days of earned leave plus an extra day off on your birthday.
• Additional leaves including marriage, casual, maternity, and paternity leave.
• Comprehensive group medical insurance coverage for employees and up to five dependents, plus personal accident and life insurance.
• Professional development reimbursement.
• Interest subsidy on vehicle or personal loans.
• Health club fee reimbursement.