Inside Partner Account Manager

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

In this role, you will be responsible for developing and expanding relationships with channel partners including value-added resellers, MSPs, distributors, CSPs, and strategic technology partners. You will drive partner-generated pipeline, increase partner-sourced revenue, lead enablement activities, and execute joint go-to-market initiatives focused on secure client collaboration, document workflows, compliance-driven solutions, and managed file transfer. We are looking for someone to accelerate growth of the ShareFile and MOVEit Managed File Transfer portfolios across the United Kingdom and Ireland. You will act as the primary business contact for assigned partners, helping them identify opportunities, position solutions effectively, navigate sales cycles, and achieve growth targets.

Partner Relationship Management

• Build and maintain strong relationships with assigned UKI partners.
• Develop joint business plans with strategic partners focused on pipeline generation, revenue growth, and market expansion.
• Conduct regular business reviews and performance discussions. Identify and recruit new high-potential partners aligned to ShareFile and MOVEit growth objectives.
• Serve as the trusted advisor for partner sales, marketing, and leadership teams.

Revenue & Pipeline Development

• Own partner-influenced and partner-sourced pipeline targets.
• Drive net new customer acquisition and expansion opportunities through the partner ecosystem.
• Generate and qualify opportunities through outbound partner engagement.
• Collaborate with direct sales teams to maximize territory coverage and partner-led growth.
• Forecast partner business accurately and manage pipeline health.

Partner Enablement

• Deliver onboarding, training, and accreditation programs to partner sales and technical teams.
• Ensure partners understand ShareFile and MOVEit value propositions, competitive positioning, ideal customer profiles, and use cases.
• Increase adoption of partner tools, deal registration, sales resources, and enablement programs.

Joint Go-to-Market Execution

• Plan and execute joint marketing campaigns, workshops, webinars, and field activities.
• Collaborate with Channel Marketing to build partner-generated demand.
• Support partner participation in industry events, customer workshops, and campaign activities.
• Drive vertical-focused initiatives across legal, accounting, financial services, healthcare, and professional services sectors.

Solution Positioning

• Position ShareFile as a secure client collaboration and document workflow platform that combines document exchange, workflow automation, eSignature, governance, and external collaboration capabilities.
• Position MOVEit as the enterprise-grade managed file transfer solution for secure, compliant, and automated data movement.
• Help partners articulate combined ShareFile + MOVEit value propositions where appropriate.

Channel Operations Excellence

• Guide partners through deal registration, quoting, onboarding, and operational processes.
• Work closely with Channel Operations, Sales Operations, Marketing, and Customer Success teams.
• Ensure compliance with partner program requirements and operational policies.
• Support reseller onboarding, portal access, partner account creation, and program participation.

Your background

• 3+ years of experience in B2B technology sales, channel/partner sales, account management, or business development.
• Proven ability to generate pipeline, win new business, and drive revenue growth through partners and outbound activities.
• Experience building strong relationships with resellers, distributors, technology partners, or strategic customers.
• Strong understanding of pipeline management, forecasting, opportunity qualification, and CRM discipline.
• Excellent communication, presentation, negotiation, and relationship-management skills, including engagement with senior stakeholders.
• Self-motivated, commercially driven and entrepreneurial, with the ability to proactively develop a territory and partner ecosystem.
• Experience with SaaS, cybersecurity, secure file transfer, document management, or collaboration solutions is a plus.

If this sounds like you and fits your experience and career goals, we’d be happy to chat.

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Compensation

• Generous remuneration package.
• Employee Stock Purchase Plan Enrollment.

Vacation, Family, and Health

• 30 days paid annual vacation.
• An extra day off for your birthday.
• 2 additional days off for volunteering.
• Premium healthcare and dental care coverage.
• Additional pension insurance.
• Well-equipped gym on-site with CrossFit equipment and a climbing wall.
• Co-funded Multisport card.
• Flexible working hours
• Free underground parking with a designated space for bikes, motorbikes and electric scooters.

#LI-DG1 #LI-Hybrid

Where you can sell from

Fully remote, for people based in Bulgaria.