Inside Sales Representative-Dev Tools

Progress Software Corporation is a global software company that simplifies the development, deployment and management of business applications on-premise or on any cloud, on any platform and on any device with minimal IT complexity and low total cost of ownership.

The team at Telerik is growing and we are currently looking for an Inside Sales Account Manager to join our Dev Tools sales team in Waltham, MA. As the front line for customer engagement, you have the responsibility to drive Telerik’s product & services revenue within a defined North American Sales territory. This sales territory will consist of existing customers and new prospects in a geography, vertical market, or product(s) grouping. The Inside Sales Account Manager will proactively make outbound calls, email communications, and web demonstrations, as well as manage inbound phone calls and email inquiries with the expectation of creating, advancing, and closing revenue opportunities.

* Engaged with prospects to answer their questions and identify their needs * Achieved or exceed assigned sales quota by driving new product (license) and professional services revenue * Made sure leads are handled in a timely and appropriate manner, scheduled demonstrations with prospective clients, and continued to follow up with prospective clients throughout the sales cycle * Efficiently & effectively conducted needs assessment at various levels and within multiple customer groups (technical, line of business, executive) * Communicated the benefits of Telerik and the benefits of the products in the portfolio * Attended an internal training session to learn more about the product and marketplace * Provided ideas and feedback aimed at improving current sales processes and tactics * Created and maintained an accurate record of all sales opportunities in order to report on results when asked upon * Worked with sales engineers to address prospects’ technical challenges and needs by producing a solution and/or selling strategy * Accurately managed, tracked, and precisely forecasted revenue opportunities in salesforce.com

* Bachelor degree preferred * Completed Sales Training (i.e. Miller-Heiman’s Strategic Selling, SPIN Selling, Sandler Selling System, Challenger etc.) * 2+ years of relevant experience in the computer software industry (infrastructure software experience preferred) with a demonstrated track record of success in achieving and exceeding assigned revenue goals * Success in complex technical sales (i.e. infrastructure software, SOA, networks) * Ability to create and assess sales opportunities in existing customer and prospective customer organizations * Professional, tactful, and courteous with a genuine desire to maintain Progress’ high quality customer service standards * Excellent oral and written communication skills in order to understand and effectively communicate all product offerings to customers and prospects in a variety of different mediums (onsite, phone, virtual meeting, etc.) * Strong attention to detail with the ability to multitask and complete multiple revenue and non-revenue projects * Self-driven personality with a positive attitude and a strong sense of accountability