Inside Account Manager

4 Months ago • 2 Years +

Job Summary

Job Description

As an Inside Account Manager, you will be responsible for ensuring customer retention and driving revenue growth within an assigned portfolio of over 1000 existing accounts. This involves building and maintaining strong relationships with key stakeholders, understanding customer needs, and identifying opportunities for upsells and cross-sells. You will handle renewals, forecast potential downgrades, and manage a healthy sales pipeline. The role requires meticulous attention to detail, proactive problem-solving, and collaboration with cross-functional teams. You will also be expected to analyze account metrics, generate growth strategies, and ensure client satisfaction. This position requires working in the US time zone, which means 6:30 PM to 3:30 AM IST.

Must have:

Minimum 2 years of technical software product sales experience in the US market.
Proven experience in account management, preferably managing a large portfolio of accounts.
Excellent verbal and written communication skills.
Strong organizational and time management abilities.
Proficiency in CRM software and MS Office, particularly Excel.
Strong sales and negotiation skills.
Analytical mindset with the ability to forecast and track key account metrics.

Good to have:

Bachelor's degree in business administration, Sales, Marketing, or a related field. An MBA is a plus.

Perks:

Competitive remuneration package
Employee Stock Purchase Plan Enrolment
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

10 skills required

10 skills required for this role

Add these skills to join the top 1% applicants for this job

excel

communication

innovation

growth-strategies

account-management

cross-functional

timeline-management

revenue-growth

organisational-skills

ms-office

Job Details

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 an Inside Account Manager and help us do what we do best: propelling business forward. 

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. 

Inside Sales Account Manager will work for our Digital Experience line of products, focusing on ShareFile. This role involves managing customer relationships, understanding their needs, and driving sales growth. The ideal candidate will have a proven track record in software sales, particularly in the US market, and will be motivated to exceed sales quotas.

In this role, you will:

Take ownership and accountability for ensuring customer retention and growth within the assigned book of business. Manage and grow a portfolio of over 1000 existing accounts.
Develop and maintain strong relationships with key stakeholders in high-priority accounts. Ensure multiple connections are established per account from various departments and roles to enable deeper account penetration with Progress products like ShareFile.
Understand primary use cases, utilization patterns, and map out basic renewal requirements well in advance for each account. Handle customer retention and renewal processes efficiently.
Achieve a retention rate greater than 90% in terms of the number of accounts and, more importantly, the value of accounts.
Maintain long-term relationships by understanding customers’ business and aligning our product's current and future value to drive higher adoption and revenue.
Focus on identifying and executing revenue expansion opportunities within assigned accounts through distinct upsell and cross-sell motions. Identify opportunities for upselling and cross-selling to maximize revenue.
Accurately forecast any potential downgrades or churns and offset them with a growth pipeline.
Manage a healthy and active pipeline to achieve and exceed quarterly/yearly goals.
Ensure meticulous attention to detail in all aspects of account management, from understanding customer needs to executing sales strategies.
Each account manager will need to transact with over 1000 accounts every year, maintaining high efficiency and effectiveness in managing a large volume of accounts.
Address client issues and provide tailored solutions to meet their needs.
Utilize CRM software to track client interactions and manage account activities.
Analyze account metrics and generate insights for growth strategies, with a strong emphasis on understanding and leveraging utilization patterns.
Collaborate with cross-functional teams to ensure client satisfaction.
Prepare and present reports on account status and performance.
Work with cross-functional teams to ensure as much of the business is auto-billed to ensure the manual efforts are spent on value-added activities
Ensure client trends and product use case trends or gaps are communicated regularly to the product team

Your Background:

Bachelor’s degree in business administration, Sales, Marketing, or a related field. An MBA is a plus.
Minimum 2 years of technical software product sales experience in the US market. Proven experience in account management, preferably managing a large portfolio of accounts.
Excellent verbal and written communication skills. Strong organizational and time management abilities. Proficiency in CRM software and MS Office, particularly Excel. Strong sales and negotiation skills. Analytical mindset with the ability to forecast and track key account metrics.
Ability to thrive in a fast-paced, dynamic environment. Resilience in handling challenging situations and client demands. Highly motivated self-starter with the ability to drive business independently.
Willing to work in US Time zone [6 30 PM to 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

Together, We Make Progress

Progress is an inclusive workplace where opportunities to succeed are available to everyone. As a multicultural company serving a global community, we encourage a wide range of points of view and celebrate our diverse backgrounds. Our unique combination of perspectives inspires innovation, connects us to our customers and positively affects our communities. It is only by working together and learning from each other that we make Progress. Join us!