Progress Software Corporation Inside Sales Representative, Principal in Bedford, Massachusetts

Inside Sales Representative, Principal

SalesBedford, Massachusetts


We are growing and looking for a Senior Inside Sales Representative. This position will focus on Progress’ OpenEdge product line. Progress OpenEdge is the fundamental application development environment that keeps businesses running. Our constant innovation enables our Partners to leverage technology advancements to quickly deliver high-performing business applications that their customers not only need, but want. In this capacity, the Senior ISR will focus on ownership role for their assigned product line in North America and drive the identification and qualification of opportunities while executing account strategy and generate license, support and services revenues. About the Team:You’ll be part of the Progress Core Sales team responsible for Indirect Partner customers for our OpenEdge product. You will be responsible for managing Progress OpenEdge Partners in the North American territory, supported by fantastic Sales Engineers as needed. About the Role:The Senior Inside Sales Representative will facilitate cross-functional collaboration within the Progress organization including Sales, Engineering and Development, Customer Support and Professional Services and as well as will facilitate and maintain successful relationships with customers, which will be measured by their willingness to be a reference, customer satisfaction levels, increased revenue levels and overall account penetration. In addition, the Senior Inside Sales Representative will develop “Trusted Advisor” status with their respective accounts to achieve a long-term, sustainable partnership. Finally this role will be responsible for providing team mentorship to inside sales team in Bedford, MA office.About You:As the front line for customer engagement, you have the responsibility of wowing our prospects with our products and turning them into passionate, loyal customers. This incorporates working closely with various internal stakeholders to provide them guidance and ensure they have a positive experience with Progress.

  • 6+ years sales experience with a track record of exceeding goals

  • Indirect/Channel Software sales experience is a plus

  • Prior experience selling Enterprise Application or Platform sales is preferred

  • Ability to provide team leadership to inside sales team on location (more as a mentor/lead, delegate day to day activity allocations, not a true manager since person already in place)

  • Develop an extensive knowledge base of all assigned accounts, including their business profile, key players, competition, application and technology footprint, buying processes, compelling events, political environment and strategies

  • Implement sales strategies and specific Account Plans that demonstrate the ability to resolve customer's business challenges and to identify opportunities resulting in quota attainment

  • Generate revenue/bookings through cross-selling and/or upselling from existing customer base

  • Position Progress to win new business within the account by developing, communicating, and driving effective selling strategies that are based on valid, customer-specific value propositions

  • Ability to work in collaborative environment

  • Bachelor’s degree in business, computer science or engineering or equivalent work experience

  • Familiarity with selling methodologies, customer engagement models and CRM applications (e.g. SalesForce.Com)

  • Must be technical enough to come up to speed on products quickly and deliver feedback in relation to deals

  • Ability to travel as needed for customers