Regional Account Manager

About Acquia

Acquia empowers the world’s most ambitious brands to create digital customer experiences that matter. With open source Drupal at its core, the Acquia Digital Experience Platform (DXP) enables marketers, developers, and IT operations teams at thousands of global organizations to rapidly compose and deploy digital products and services that engage customers, enhance conversions, and help businesses stand out.

Career Exploration at Acquia

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The Regional Account Manager will be responsible for owning and growing a portfolio of enterprise customers in Japan while also developing net-new opportunities within the territory. This is a quota-carrying, commercially accountable role responsible for renewal performance, account expansion, and self-sourced pipeline generation across both existing customers and new logo opportunities.

This role will proactively engage in the day-to-day account management of customers, identify and progress upsell and cross-sell opportunities, mitigate customer escalations and risks with the appropriate sense of urgency, and build strong cross-departmental relationships with key stakeholders across the organization. This role will work directly with Sales, Technical Support, Operations, Finance, Customer Success, Solution Engineering, and partner teams.

Specific Responsibilities

• Sales Ownership: Own your number end-to-end by executing a dual motion — protecting and growing an existing book while simultaneously hunting new business from pipeline creation to close. You are expected to spend roughly 60-70% of time with existing customers, 30-40% new logo acquisition.
• New Logo Acquisition: Proactively hunt net-new business within your territory through outbound outreach, target account mapping, and cold engagement. You are expected to open doors independently — not rely solely on partners, inbound or BDR support.
• Account Expansion: Identify white space within your existing book of business. Go beyond the primary champion — multi-thread into new business units, map buying centers, and convert relationships into revenue before the opportunity becomes obvious.
• Partner Management: Build and develop a partner ecosystem in Japan — working closely with resellers, SIs, and channel partners to co-sell, co-pipeline, and accelerate deals. You treat partners as a force multiplier, not a fallback.
• Executive Engagement: Own strategic relationships at the leadership level within customer and partner accounts. Lead Quarterly Business Reviews, executive briefings, and onsite visits that reinforce Acquia's value and uncover the next opportunity.
• Renewal Excellence: Ensure renewal performance and account stability through proactive engagement and risk mitigation.