Regional Account Manager

REGIONAL ACCOUNT MANAGER

ROLE TITLE: Regional Account Manager (RAM)

LOCATION: Regional - aligned to assigned territory/territories in India (Preferably West India)

REPORTS TO: Sales Director; functional alignment with the Chief Revenue Officer on network strategy

ROLE TYPE: Full-cycle regional owner - new logo acquisition, anchor account signing, and anchor network activation

ROLE OVERVIEW

The Regional Account Manager (RAM) is the full-cycle owner of Sygence's anchor enterprise motion across the assigned region - hunting and signing new anchor enterprise accounts, then deepening each anchor relationship to onboard its supplier and partner ecosystem (the anchor cohort) onto NexNet. The RAM owns the relationship from win through to activation, driving each anchor from signed to network node, and building a second, compounding revenue stream from the suppliers and partners onboarded around it.

The role therefore carries two connected revenue lines: direct Anchor Account Revenue from new logo acquisition and expansion within the anchor, and Anchor Network Revenue generated as the anchor's onboarded cohort of suppliers and partners transacts and grows on NexNet.

This is a hybrid hunter, relationship owner and network builder role - not a pure new-business AE, and not a pure account manager. Success is judged on new anchor accounts signed in-region, and on how much revenue and network density each anchor generates once it is live.

KEY RESPONSIBILITIES

1. New Logo Acquisition & Anchor Account Signing (Top Priority)

• Own new business generation and pipeline build for anchor enterprise accounts across the assigned region.
• Identify, target, and prioritize prospective anchor enterprises within priority verticals (e.g., Automotive, Engineering, Telecom).
• Lead executive-level selling - engaging COO, CFO, CPO, and CSCO stakeholders to position NexNet as a transformative solution.
• Run the full sales cycle in-region: qualification, value-based selling, negotiation, and close.
• Own the regional new anchor ARR quota and maintain the required pipeline coverage against it.

2. Anchor Relationship Deepening & Account Ownership

• Remain the primary point of contact and trusted advisor for signed anchor accounts.
• Build and maintain relationships across buyer-side stakeholders, including COO, CPO, CSCO, and operational teams.
• Own account health, product adoption, and stakeholder satisfaction for each anchor account.
• Run regular business reviews (QBRs) that demonstrate realized value - EBIT uplift, working capital gains, ESG compliance   and customer experience improvements.

3. Anchor Cohort & Network Development (Core Responsibility)

• Use the deepened anchor relationship to drive onboarding of its Tier 1 and Tier 2 suppliers, logistics partners, and  ecosystem stakeholders onto NexNet.
• Build and execute a cohort activation plan per anchor account - mapping the supplier universe, prioritizing high-value participants, and sequencing onboarding.
• Convert each anchor account from enterprise signed to enterprise + suppliers + ecosystem activated, in line with Sygence's network-first GTM approach.
• Track and report cohort activation metrics - suppliers onboarded, network participation rate, and live cross-enterprise workflows.
• Partner with Solution Consulting and Customer Success to remove onboarding friction for cohort members.

4. Anchor & Network Revenue Growth

• Grow Anchor Account Revenue - new logo ARR plus expansion into additional business units, geographies, and use cases within the anchor.
• Grow Anchor Network Revenue - revenue generated as onboarded suppliers and partners transact, expand usage, and deepen participation on NexNet.
• Convert pilot-to-expansion pathways into multi-year, multi-workflow contracts, working with the Sales Director on deal structuring.
• Treat cohort onboarding as a revenue motion, not just an activation exercise - identifying monetizable partner and supplier use cases within each cohort.

5. Cross-Functional Collaboration

• Work with the Sales Director on regional account strategy, forecasting, and deal support across both new logo and  expansion opportunities.
• Partner with Marketing on demand generation for new anchor targets and on account-based, cohort-focused activation campaigns.
• Coordinate with the Partnerships team on co-sell and co-onboarding with system integrators and alliance partners active    in the account's ecosystem.
• Feed account and market intelligence back to Product Management to inform roadmap priorities.

6. Customer & Partner Advocacy

• Develop anchor accounts into reference customers - securing case studies, testimonials, and warm introductions into their ecosystem.
• Build advocacy among key executives who can champion NexNet within their own supplier and partner networks.

7. Sales & Network Reporting Discipline

• Maintain CRM hygiene across new logo pipeline, account plans, cohort onboarding pipeline and forecasts.
• Provide accurate, regular reporting on new logo pipeline, account health, cohort activation progress, and network revenue  to the Sales Director and CRO.

KEY OBJECTIVES & DELIVERABLES

New Logo Acquisition: Defined number of new anchor enterprise accounts signed in-region within the plan period

Anchor ARR (New + Expansion): Regional new anchor ARR target, plus expansion ARR within existing anchor accounts

Anchor Relationship Depth: Documented account plan and quarterly QBR cadence for every signed anchor account

Anchor Cohort Activation: Defined number of Tier 1 / Tier 2 suppliers and partners onboarded per anchor account within the plan period

Anchor Network Revenue: Revenue generated from the anchor's onboarded supplier / partner cohort transacting on NexNet

Network Workflow Activation: 1–2 live cross-enterprise workflows activated per anchor account

Customer Advocacy: At least one reference or case study secured per anchor account annually

IDEAL PROFILE

Experience: 6–10 years in enterprise SaaS sales with a proven new-business hunting track record, plus experience owning accounts post-sale; platform, marketplace, or network-based business models preferred

Domain Knowledge: Familiarity with supply chain, procurement, or ESG platforms; understanding of multi-stakeholder B2B ecosystems

Sales Acumen: Strong new-logo hunter with deep expertise in value-based selling, complex deal navigation, executive engagement, and negotiation

Relationship Skills: Comfortable engaging COO / CPO / CSCO-level stakeholders both to close new deals and to coordinate supplier-side onboarding afterwards

Ecosystem / Network Mindset: Experience driving multi-party onboarding (marketplaces, platforms, B2B networks) is a strong plus

Communication: Able to simplify a complex value narrative for both enterprise buyers and their supplier ecosystems

Customer Centricity: Obsessed with account outcomes; builds long-term, trust-based relationships

Languages: English and Hindi required; a regional language is a plus

KPIs FOR SUCCESS

New Anchor Accounts Signed: Region-specific target for new anchor logos signed per year

Anchor ARR: Region-specific new + expansion ARR target

Pipeline Coverage: 3x pipeline coverage of new logo quota at all times

Win Rate: 20–30% win rate on qualified anchor opportunities

Anchor Account Retention: 100%

Cohort Onboarding: Target number of suppliers / partners onboarded per account, per year (region-specific)

Network Activation Rate: % of onboarded cohort actively transacting / participating within 90 days

Anchor Network Revenue: Region-specific revenue target generated from onboarded supplier / partner cohorts

QBR Cadence Adherence: 100% of accounts on a quarterly business review cadence

Reference / Advocacy: ≥ 1 case study or reference secured per account annually

HOW THE ROLE WORKS WITHIN THE ORGANIZATION 

With Sales Director

Aligns on regional new logo targets, account strategy, forecasting and deal support for strategic anchor opportunities.

With Chief Revenue Officer

Aligns anchor targeting and cohort activation approach with the overall network-formation strategy for lighthouse and anchor accounts.

With Solution Consulting & Customer Success

Coordinates onboarding, technical validation, and adoption support for both the anchor and its cohort.

With Marketing & Partnerships

Aligns on account-based campaigns, co-sell motions, and advocacy programs.