Named Account Manager

Named Account Manager

Nasuni is the leading unified file data platform for enterprises navigating rapid data growth, hybrid work, and AI-driven transformation. Built on cloud object storage, the Nasuni File Data Platform consolidates file services, ransomware protection, data intelligence, and global collaboration into a single platform that enables organizations to simplify infrastructure while improving resilience and scalability.

Trusted by many of the world's largest organizations across manufacturing, engineering, healthcare, financial services, retail, and the public sector, Nasuni helps customers modernize file data infrastructure while reducing operational complexity and total cost of ownership.

Position Summary

Nasuni is seeking an experienced Enterprise Account Manager to drive strategic growth within an assigned portfolio of 25–30 enterprise customers. This is a quota-carrying role focused on expanding customer relationships through Enterprise License Agreements (ELAs), platform adoption, workload expansion, cross-selling, and long-term strategic partnerships.

The ideal candidate is a consultative seller who understands executive business priorities, complex enterprise buying cycles, and the intersection of infrastructure modernization, cybersecurity, cloud transformation, and AI readiness. Success requires partnering closely with Customer Success, Sales Engineering, Channel Partners, Marketing, Professional Services, and Executive Leadership to maximize customer outcomes while exceeding revenue targets.

This role manages some of Nasuni's most strategic customers and is responsible for developing executive relationships that position Nasuni as a long-term strategic platform rather than a point solution.

Key Responsibilities

Strategic Account Management

• Own an assigned portfolio of enterprise customers.
• Develop and execute multi-year account strategies focused on revenue growth and customer retention.
• Build trusted relationships across executive stakeholders, including CIOs, CTOs, CISOs, Infrastructure Leaders, Storage Architects, and Procurement.
• Conduct regular Executive Business Reviews (EBRs) that demonstrate measurable business value.

Revenue Growth

Drive expansion opportunities including:

• Enterprise License Agreements (ELAs)
• Capacity expansion
• Global office deployments
• Disaster recovery modernization
• Ransomware resilience initiatives
• Cloud migration programs
• AI data readiness initiatives
• Platform consolidation
• Consistently exceed quarterly and annual bookings targets.

Executive Selling

Lead complex enterprise sales cycles by:

• Building compelling business cases
• Quantifying financial outcomes
• Navigating procurement and legal processes
• Managing multi-stakeholder buying committees
• Negotiating enterprise agreements

Become a trusted advisor capable of discussing:

• IT modernization
• Digital transformation
• Cloud economics
• Cyber resilience
• AI data strategies
• Enterprise architecture

Customer Retention & Value Realization

• Own the commercial renewal strategy for an assigned portfolio of enterprise customers, ensuring predictable recurring revenue and high customer retention.
• Develop and execute renewal plans well in advance of contract expiration, identifying risks, aligning stakeholders, and driving successful on-time renewals.
• Partner closely with Customer Success, Support, Professional Services, and Sales Engineering to maximize customer health, adoption, and satisfaction throughout the customer lifecycle.
• Identify and proactively mitigate renewal risks through executive engagement, value realization discussions, and success planning.
• Lead renewal negotiations, including pricing, contract structure, Enterprise License Agreements (ELAs), and multi-year subscription agreements.
• Achieve or exceed annual renewal rate, Gross Revenue Retention (GRR), and Net Revenue Retention (NRR) targets while strengthening long-term customer partnerships.

Partner with Customer Success to ensure:

• High platform adoption
• Successful renewals
• Risk mitigation
• Expansion identification
• Executive sponsorship
• Translate customer outcomes into measurable ROI.

Cross-Functional Leadership

Collaborate closely with:

• Sales Engineering
• Customer Success
• Product Management
• Marketing
• Professional Services
• Executive Leadership
• Channel Partners
• Cloud Service Providers (AWS, Azure, Google Cloud)

Pipeline Management

• Maintain accurate forecasting through Salesforce.

Develop:

• Territory plans
• Opportunity strategies
• Mutual action plans
• Executive engagement plans
• Achieve consistent forecast accuracy.

Required Qualifications

• 7+ years of enterprise technology sales or account management experience.
• Proven success managing Fortune 1000 or Global 2000 accounts.
• Demonstrated history of exceeding annual quotas ($2M+ preferred).
• Experience selling enterprise software, SaaS, cloud infrastructure, storage, or cybersecurity solutions.
• Strong executive presentation and communication skills.
• Experience negotiating seven-figure enterprise agreements.
• Expertise navigating complex procurement organizations.
• Ability to manage long, strategic enterprise sales cycles.

Preferred Qualifications

Experience selling one or more of the following:

• Enterprise Storage
• Hybrid Cloud
• Cloud Infrastructure
• Backup & Recovery
• Disaster Recovery
• Cybersecurity
• Ransomware Protection
• Data Management
• Enterprise File Services
• AI Data Infrastructure

Experience working with:

• AWS
• Microsoft Azure
• Google Cloud

Familiarity with:

• MEDDPICC
• Command of the Message
• Challenger Sale
• Value Selling

Core Competencies

Executive Presence

Ability to engage C-level executives through strategic business conversations rather than product demonstrations.

Consultative Selling

Understands customer business drivers and aligns Nasuni capabilities to measurable business outcomes.

Strategic Thinking

Develops multi-year account strategies that maximize customer lifetime value.

Business Acumen

Able to articulate financial and operational value, including:

• Total Cost of Ownership (TCO)
• Return on Investment (ROI)
• Operational Efficiency
• Risk Reduction
• Business Resilience

Cross-Functional Leadership

Influences without authority and coordinates resources across multiple organizations.

Customer Advocacy

Represents customer priorities internally while ensuring successful business outcomes for both the customer and Nasuni.

Success Metrics

Within the first 12 months, the Enterprise Account Manager will:

• Achieve or exceed annual bookings quota.
• Deliver high renewal rates across assigned accounts.
• Increase enterprise platform adoption.
• Expand executive relationships within strategic customers.
• Identify and close meaningful expansion opportunities.
• Improve forecast accuracy.
• Successfully position Enterprise License Agreements (ELAs) where appropriate.
• Partner with Customer Success to maintain strong customer health.