Tungsten Automation · 6 days ago
Regional Manager
United States
Full-time
Remote
Senior Level
$135K/yr - $245K/yrTungsten Automation is a company that provides Intelligent Automation software solutions to government agencies. The Regional Manager will oversee a portfolio of existing customers, focusing on reducing churn and driving growth through strategic account management and collaboration with sales and partners.
Business Process Automation (BPA)ConsultingRobotic Process Automation (RPA)SoftwareTraining
Responsibilities
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
Qualification
Required
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
Utilizes AI-enabled tools (e.g., chatbots, document automation, analytics assistants) to improve efficiency, accuracy, and streamline routine tasks while following company AI governance and data privacy standards
Skills in prompting AI systems and assessing output quality
Ability to leverage AI to ideate, develop, and scale to the needs of their department
Company
Tungsten Automation
Digitally Transform Your Information-Intensive Workflows. It is a sub-organization of Lexmark Enterprise Software.
Founded in 1991
1001-5000 employees
H1B Sponsorship
Tungsten Automation has a track record of offering H1B sponsorships. Please note that this does not
guarantee sponsorship for this specific role. Below presents additional info for your
reference. (Data Powered by US Department of Labor)
Distribution of Different Job Fields Receiving Sponsorship
Represents job field similar to this job
Trends of Total Sponsorships
2025 (1)
Funding
Current Stage
Public CompanyTotal Funding
$11.46MKey Investors
Omega Venture Partners
2024-01-01Undisclosed
2022-07-25Acquired
2022-01-01Undisclosed
Leadership Team
James Arnold
CFO & Board Member
Matthew Thomson
Senior Vice President, General Manager, Solutions and Sales Asia Pacific and Japan
Recent News
Business Wire
2026-01-13
2025-11-18
Company data provided by crunchbase