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.
Headquartered in the U.S., Acquia is positioned as a market leader by the analyst community and is listed as one of the world’s top software companies by The Software Report. We are Acquia. We are building for the future and we want you to be a part of it!
Career Exploration at Acquia
Our recruitment process is designed to empower you in making the most informed decisions. Acquia is committed to providing an inclusive, transparent, efficient, and educational interview experience that cultivates exploration into career opportunities at Acquia
You will discover the opportunity to grow your career here and learn from a global team that empowers you to exceed boundaries and achieve the extraordinary.
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.
Acquia is seeking a candidate who can think strategically and execute tactically. The successful candidate will be data and metrics driven, hands-on, detail-oriented, articulate and credible, and able to strategically work within accounts while leading commercial conversations from opportunity identification through negotiation and close.
The specific responsibilities of the position include:
- 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: Exceed quarterly renewal and net renewal targets by proactively managing risk, engaging procurement and business stakeholders early, and ensuring customers continuously realize value.
- Internal Collaboration: Work cross-functionally with Sales, Technical Support, Operations, and Finance to remove blockers, resolve escalations, and deliver a seamless customer experience.
Required Qualifications, Skills & Experience:
- 2–5 years in a quota-carrying sales or account management role selling tech solutions to large enterprises — you must have owned a number and exceeded it
- Proven self-sourced pipeline generation — you can point to deals and logos you originated, not just accounts you were handed
- Experience managing and growing a partner/channel ecosystem in the Japan market
- Track record of landing net-new logos through outbound prospecting and territory development
- Strong executive presence with the ability to influence and build credibility at the C-suite level
- Sharp forecasting discipline — you know your number, your pipeline health, and your risk at all times
- Fluent in Japanese; business-level English proficiency
- Energetic, self-directed, and accountable — you escalate outcomes, not excuses
- Bachelor's degree required
We are an organization that embraces innovation and the potential of AI to enhance our processes and improve our work. We are always looking for individuals who are open to learning new technologies and collaborating with AI tools to achieve our goals.
Individuals seeking employment at Acquia are considered without regard to race, color, religion, caste, creed, national origin, age, sex, marital status, ancestry, physical or mental disability, veteran status, gender identity, or sexual orientation. Whatever you answer will not be considered in the hiring process or thereafter.
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