Senior Account Executive

<div class="rich-text" itemprop="description">With the prospect/customer in mind, achieves targeted quota that that deliver solutions for one of our three business areas, enterprise integration, data interoperability or application development. This is achieved through proactive outbound calling, chat, email, webinars, demonstrations as well as managing inbound communications across a broad array of media with the express expectation of creating, qualifying and closing revenue opportunities leveraging the Progress portfolio of products, solutions, services and/or workflow knowledge, resources, systems and processes<br/><br/>Core Responsibilities:<ul><li>Lead, develop and 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</li><li>Build, accurately qualify and report on pipeline commensurate with targeted pipe:quota ratio</li><li>Generate revenue/bookings; license, subscription, services and new maintenance across On-Premise and Cloud offerings that lead to market penetration, Progress optimized solutions and strong customer references</li><li>Consistently deliver forecast accuracy of + or - 5%, well prepared negotiation plans, finalized T&amp;C's through fully executed PO's</li><li>Acquire revenue through cross-sell, up-sell, and net new logo attainment with diverse timelines aligned with the ideal sales cycle</li><li>Required to attend customer meetings and marketing activities off site as required</li><li>Take responsibility for acquiring industry, product, solution and or workflow knowledge across all platforms, applications and all products and applying towards quota attainment</li><li>Analyze competitive landscape, use cases, champions and frameworks to demonstrate differentiation and to win against the competition</li><li>Maximize and complies with all Progress policies, systems and processes</li><li>Become a business ally by adopting a cadence of discovery and positioning with prospect/customer that enables an aligned value offering; ask the right questions to figure out how our technology, services, solutions will fit/enhance the business</li><li>Identify and secure a diverse set of relationships with the key decision maker (s) and/or multiple constituents; encompassing both the selling and buying cycle perspectives, that result in customer testimonial caliber level partnerships</li><li>Deliver high impact account and/or territory plans and presentations through teaming with key resources such as, but not limited to: marketing, pre-sales, product management, development, finance, professional services and tech support</li><li>Demonstrate intellectual/technical curiosity and engage in business discussions that uncover enough information about the business and corresponding challenges to map to our technology and overcome objections</li></ul><br/><strong> Language Requirements:</strong> Excellent language skills in Italian and Spanish are required.</div>