Senior Manager, Sales [Account Management]

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'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 a Senior Manager, Inside Account Management and help us do what we do best: propelling business forward.

As a Senior Manager, Inside Account Management, you will be managing a team of 8 people in India across the full employee life cycle from hiring to offboarding while partnering with the Regional Director. 

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

In this role, you will be expected to work collaboratively with each of the following business functions (BI, SE, DG, PMK, PM, Engineering, Partner channel), as well as effectively communicating with the internal cross-functional line of business contacts and stakeholders. You will be responsible for coaching, mentoring, and motivating the team by providing ongoing feedback and support to ensure the team's success in achieving their objectives. Strong communication skills will drive and accelerate mutual success with our customers, partners, and stakeholders in a cross-functional environment. You will also be a role model of adoption of our systems, tools, and processes. 

Your Area of Responsibility: 

• People management/Leadership 
• Responsible for the full employee life cycle in building and leading an effective and fully engaged, team (i.e. hiring, developing, coaching and offboarding talent), leveraging Progress practices, processes and tools; Train new and existing account managers to increase their productivity, operational efficiency  
• Achieve growth and hit revenue targets by successfully managing a team Account managers focused on retaining and expanding existing customers 
• Own recruiting, objectives setting, coaching and performance monitoring of the Inside Account Managers 
• Hold the team accountable to established revenue goals and ensure their attitude and approach is in line with Progress culture 

Sales/Business Operations :

• Establish a strong understanding of the data and levers that drive our business, managing to these levers and maintaining a reliable monthly/quarterly forecast 
• Ensure scalable customer knowledge intimacy through complete account information in our CRM and knowledge transfer to key internal account stakeholders 
• Build and promote strong, long-lasting customer relationships 
• Identify emerging market shifts while being fully aware of new products and competition status 
• Laser focus on reducing churn, increased product usage. 
• Coordinate, balance, and prioritize multiple opportunities across a diverse product portfolio with varying ADSs. 
• Apply business curiosity to engage in conversations of discovery that yield successful Customer Account Rep, upsells, win-backs, cross-sells, and referrals 
• Partner with the sales, tech support, finance, and product teams to contribute to continual customer satisfaction 
• Build up our customer's awareness and understanding of applicable product/solution attributes, elements, upgrades, add-ons, etc. 

Your Profile: 

• Experience in a Sales, Customer Service, or Account management position 
• Ability to manage multiple priorities and needs of a mid-sized team of customer account professionals. Ability to easily pivot and react to evolving organizational needs. Demonstrated skills in a mentoring or sales nurturing role. 
• A team player with strong analytical skills, meticulous attention to detail, highly organized and thorough 
• Understanding of the key metrics of driving operational excellence within a sales and/or customer service environment 
• Ability to work well under pressure, managing competing priorities and meeting deadlines. 
• Ability to create & assess sales opportunities in existing customer & prospective customer organizations. 
• Ability to understand and effectively communicate all product offerings to customers and prospects. 
• Excellent communication and people skills 
• Have focus on building an effective team and developing team members 
• Bachelor's degree in a related educational field preferred
• Must be willing to work in US time zone : 6 30 PM IST - 3 30 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 Enrolment 

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