Regional Manager

E25-276

Pountney Hill House, 6 Laurence Pountney Hill, London,

Not Applicable

Sales and related

Full-Time/Regular

About the role

The Modernization & Expansion Regional Manager owns a regional portfolio of existing customers and, together with Sales and Partners, systematically reduces churn risk and drives ARR growth across the installed base. This role orchestrates renewal, Move Up, upsell, and cross-sell motions, turning modernization and expansion opportunities into predictable, executable plays for the field. Success is measured through gross and net retention, expansion ARR, migration of legacy ARR to strategic platforms, and accurate forecasting for renewals and Move Ups.​

What you’ll do

• Own a regional portfolio of existing customers and segment it into Protect / Modernize / Expand / Monitor buckets using health, usage, renewal, and legacy footprint data.​

• Build and maintain a rolling “Top 20–30” customer focus list for the region, highlighting risk, renewal size, Move Up potential, and weekly action plans.​

• Maintain a 12–18 month renewal and Move Up calendar, managing risk boards, milestones, and action plans to secure on-time renewals and expansion.​

• Drive pipeline hygiene for Move Up and expansion opportunities in CRM, ensuring accurate stages, values, close dates, and next steps.​

• Run regular regional deal huddles with RVPs, AEs, Renewals, CSMs, and Partners to review focus accounts, agree strategies, and assign owners and actions.​

• Lead customer health and adoption triage for red/amber accounts, aligning success reviews, training, PS engagement, escalations, and early Move Up conversations with CSM and Support.​

• Coordinate with partners on joint coverage plans, deciding when to use partner-led versus direct-led motions and how to split roles in meetings.​

• Provide ad hoc deal coaching to AEs and partners on specific opportunities, including Move Up structures, eligibility checks, pricing/term options, and modernization positioning, in collaboration with Deal Desk.​

• Shape account strategies for target customers, defining modernization vision, key initiatives, Move Up candidates, expansion ideas, risks, and concrete actions with value and industry solution teams.​

• Support deal structuring and scenario planning for key opportunities, including term lengths, bundles, ramp logic, and partner discounts to balance uplift, risk, and delivery capacity.​

• Orchestrate war rooms for large or complex at-risk or high-value deals, aligning stakeholders, mapping decision makers, and tracking progress through to close.​

• Prepare internal and customer-facing briefings for key meetings, including history, value delivered, modernization roadmap, risk/opportunity summary, and proposal options.​

• Support late-stage objection handling and negotiation with structured give-get approaches and scenario options, preserving ARR and price integrity.​

• Define and maintain sales playbooks for modernization and expansion motions, including triggers, target cohorts, messaging, offer patterns, proof points, and risks.​

• Help codify rules of engagement across Sales, Partners, Renewals, CSM, and Programs to reduce friction and clarify ownership in complex or overlapping scenarios.​

• Drive creation and adoption of ready-to-use field assets such as email templates, call scripts, ROI inputs, renewal checklists, and FAQs, and support enablement sessions and clinics.​

• Partner with Ops and M&E leadership on data, dashboards, and regional scorecards for GRR, NRR, Move Up ARR, platform conversion, and partner-sourced ARR.​

• Contribute to regional forecasts, QBR/EBR content, and win/loss and churn analysis to inform continuous improvement of modernization and expansion programs.​

• Collaborate cross-functionally with Customer Success, Support, Product, Marketing, Partners, and Exec sponsors to unblock modernization and expansion and scale best practices.

ABOUT OUR PLATFORM

Tungsten Automations Intelligent Automation software platform helps government agencies transform information-intensive business processes, reduce manual work and errors, minimize costs, and improve citizen engagement. We combine Generative AI, Knowledge Management, Intelligent Document Processing, Process Orchestration, mobility and engagement, and analytics to ease implementations and deliver dramatic results that mitigate compliance risk and increase efficiency—particularly crucial for government organizations facing complex regulatory requirements.

While the job description describes what is anticipated as the requirements of the position, the job requirements are subject to change based upon any changing needs and requirements of the business.

What you need to succeed

• Significant experience in SaaS or enterprise software account management, renewals, or customer growth roles focused on existing customer portfolios.​

• Proven track record driving GRR/NRR improvement, renewal execution, and expansion ARR through structured programs or playbooks.​

• Strong commercial acumen with experience in deal strategy, scenario planning, and collaborating with Sales, Renewals, Partners, Deal Desk, Finance, and Legal.​

• Familiarity with channel/partner models and comfort coordinating joint plans, ownership, and rules of engagement across direct and partner routes to market.​

• High proficiency working with CRM and reporting tools to manage pipelines, forecasts, dashboards, and portfolio health views.​

• Comfortable running cross-functional cadences (deal huddles, war rooms, enablement sessions, feedback loops) and influencing without direct authority.​

• Excellent communication skills, including the ability to simplify complex motions into clear next steps for field teams and to engage with customer executives.​

• Collaborative, structured, and outcome-oriented working style; able to balance risk reduction with revenue growth in a fast-moving environment.