What are the responsibilities and job description for the Account Manager - Business Services Vertical position at Progress Software?
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 Account Manager – Business Services and help us do what we do best: propelling business forward. This will be a hybrid role so working between your home office and either our Raleigh NC or Burlington MA office. You must be local to one of those locations to be considered.
In this role, you will operate as a strategic Enterprise Solutions Seller, owning complex, consultative relationships across a defined portfolio of Business Key Accounts. You will be responsible for driving revenue growth within existing customers by deeply understanding their business objectives, identifying enterprise-wide challenges, and aligning Progress’ solutions to deliver measurable and sustained business outcomes.
Your remit will span the full enterprise account lifecycle, including strategic account planning, opportunity development, and long-term relationship management. You will engage senior stakeholders across IT, security, operations, and the business to uncover needs, articulate value, and build compelling solution visions aligned to customers’ broader transformation initiatives.
Through executive-level conversations, virtual engagements, and targeted digital outreach, you will progress opportunities that expand Progress’ footprint and relevance within your Key Accounts.
Working closely with your Inside Sales Representative, you will orchestrate end-to-end enterprise sales cycles—from deep discovery and qualification through solution design, commercial negotiation, and close. You will lead multi-threaded opportunities within complex customer organizations, manage diverse buying teams, and coordinate internal resources including pre-sales, product specialists, customer success, and leadership. Together with Inside Sales, you will proactively identify expansion opportunities and ensure renewals are approached strategically, as part of a holistic account growth plan rather than a transactional activity.
A core focus of the role is driving expansion, upsell, and new product adoption across your Key Accounts. This requires a strong understanding of Progress’ enterprise portfolio and the ability to map multiple products and capabilities to evolving customer priorities such as digital transformation, security, compliance, and operational resilience. You will identify whitespace, build cross-solution value propositions, and position Progress as a trusted enterprise partner rather than a point-solution vendor.
By consistently delivering exceptional, value-led customer experiences, you will strengthen executive relationships, increase customer advocacy, and create sustained demand for Progress’ technologies and expertise. Through disciplined account planning, outcome-based selling, and a consultative mindset, you will deliver against revenue targets while deepening long-term customer partnerships and driving strategic growth within your portfolio.
Join us and be at the forefront of driving sales growth, expanding our customer reach, and delivering outstanding customer experiences that keep our clients coming back for more.
In This Role, You Will
This position is also eligible to participate in our commission plan (up to an additional 110k). Final base compensation is determined by a number of factors, including but not limited to job-related skills, education, demonstrable experience, and allowance for future and continued salary growth. We also offer a robust benefits package, with details below.
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:
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 Account Manager – Business Services and help us do what we do best: propelling business forward. This will be a hybrid role so working between your home office and either our Raleigh NC or Burlington MA office. You must be local to one of those locations to be considered.
In this role, you will operate as a strategic Enterprise Solutions Seller, owning complex, consultative relationships across a defined portfolio of Business Key Accounts. You will be responsible for driving revenue growth within existing customers by deeply understanding their business objectives, identifying enterprise-wide challenges, and aligning Progress’ solutions to deliver measurable and sustained business outcomes.
Your remit will span the full enterprise account lifecycle, including strategic account planning, opportunity development, and long-term relationship management. You will engage senior stakeholders across IT, security, operations, and the business to uncover needs, articulate value, and build compelling solution visions aligned to customers’ broader transformation initiatives.
Through executive-level conversations, virtual engagements, and targeted digital outreach, you will progress opportunities that expand Progress’ footprint and relevance within your Key Accounts.
Working closely with your Inside Sales Representative, you will orchestrate end-to-end enterprise sales cycles—from deep discovery and qualification through solution design, commercial negotiation, and close. You will lead multi-threaded opportunities within complex customer organizations, manage diverse buying teams, and coordinate internal resources including pre-sales, product specialists, customer success, and leadership. Together with Inside Sales, you will proactively identify expansion opportunities and ensure renewals are approached strategically, as part of a holistic account growth plan rather than a transactional activity.
A core focus of the role is driving expansion, upsell, and new product adoption across your Key Accounts. This requires a strong understanding of Progress’ enterprise portfolio and the ability to map multiple products and capabilities to evolving customer priorities such as digital transformation, security, compliance, and operational resilience. You will identify whitespace, build cross-solution value propositions, and position Progress as a trusted enterprise partner rather than a point-solution vendor.
By consistently delivering exceptional, value-led customer experiences, you will strengthen executive relationships, increase customer advocacy, and create sustained demand for Progress’ technologies and expertise. Through disciplined account planning, outcome-based selling, and a consultative mindset, you will deliver against revenue targets while deepening long-term customer partnerships and driving strategic growth within your portfolio.
Join us and be at the forefront of driving sales growth, expanding our customer reach, and delivering outstanding customer experiences that keep our clients coming back for more.
In This Role, You Will
- Execute solution and value selling to your accounts. Attain knowledge of client’s business and intel on future projections and goals. Research and understand the customers marketplace, trends and threats
- Sustain and nurture solid relationships whilst building effective new relationships and develop influence with key account stakeholders
- Lead the account and successfully orchestrate resources and virtual team around opportunities to ensure success. Account Manage all aspects of the customers business
- Engage internal stakeholders to support and implement customer account plans aligning with their company goals
- Negotiate and exchange information with all levels of management within enterprise account
- Meet and exceed sales targets and build a strong pipeline, through expansion and product adoption. Develop and maintain accurate sales forecasting and management of quota
- Manage Agreements and Commercial Negotiations
- Lead Quarterly Business Reviews
- Visit clients on site as needed
- А proactive can-do attitude and commitment to achieving the Key Account Goals
- Minimum 4-6 years' experience in a sales role, with 3 years of experience in a closing role
- Passion for sales and exceeding revenue targets through demonstrating tenacity, proactiveness, and creativity in the way of engaging Progress’ key customers.
- Enthusiastic, driven, and confident personality
- Excellent Communication Skills
- Proven Team Collaboration
- Goal-oriented with a positive mindset
This position is also eligible to participate in our commission plan (up to an additional 110k). Final base compensation is determined by a number of factors, including but not limited to job-related skills, education, demonstrable experience, and allowance for future and continued salary growth. We also offer a robust benefits package, with details below.
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:
- Medical, dental, vision, life & disability, and financial benefits (including 401(k) retirement savings plan. Tuition Reimbursement program. Additional voluntary benefits including crucial illness/hospital indemnity, identity theft protection, auto & home insurance, legal, and pet insurance.
- Competitive salary, uncapped commission, and best-in-class Employee Stock Purchase Program (ESPP) with a 27-month lookback
- Flexible paid vacation time, paid day off for your birthday, and company holidays. A variety of leave plans, including Parental Leave.
- Employee Assistance Program (EAP) and an employee well-being program focusing on physical, mental, and financial health.
Salary : $76,500 - $94,500