Named Account Manager

Named Account ManagerBoston Seaport - Hybrid Onsite (3 Days)Reports to: Director, NAM About NasuniNasuni 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 SummaryNasuni 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 ResponsibilitiesStrategic Account ManagementOwn 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 GrowthDrive expansion opportunities including:Enterprise License Agreements (ELAs)Capacity expansionGlobal office deploymentsDisaster recovery modernizationRansomware resilience initiativesCloud migration programsAI data readiness initiativesPlatform consolidationConsistently exceed quarterly and annual bookings targets.Executive SellingLead complex enterprise sales cycles by:Building compelling business casesQuantifying financial outcomesNavigating procurement and legal processesManaging multi-stakeholder buying committeesNegotiating enterprise agreementsBecome a trusted advisor capable of discussing:IT modernizationDigital transformationCloud economicsCyber resilienceAI data strategiesEnterprise architectureCustomer Retention & Value RealizationOwn 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 adoptionSuccessful renewalsRisk mitigationExpansion identificationExecutive sponsorshipTranslate customer outcomes into measurable ROI.Cross-Functional LeadershipCollaborate closely with:Sales EngineeringCustomer SuccessProduct ManagementMarketingProfessional ServicesExecutive LeadershipChannel PartnersCloud Service Providers (AWS, Azure, Google Cloud)Pipeline ManagementMaintain accurate forecasting through Salesforce.Develop:Territory plansOpportunity strategiesMutual action plansExecutive engagement plansAchieve consistent forecast accuracy.Required Qualifications7+ 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 QualificationsExperience selling one or more of the following:Enterprise StorageHybrid CloudCloud InfrastructureBackup & RecoveryDisaster RecoveryCybersecurityRansomware ProtectionData ManagementEnterprise File ServicesAI Data InfrastructureExperience working with:AWSMicrosoft AzureGoogle CloudFamiliarity with:MEDDPICCCommand of the MessageChallenger SaleValue SellingCore CompetenciesExecutive PresenceAbility to engage C-level executives through strategic business conversations rather than product demonstrations.Consultative SellingUnderstands customer business drivers and aligns Nasuni capabilities to measurable business outcomes.Strategic ThinkingDevelops multi-year account strategies that maximize customer lifetime value.Business AcumenAble to articulate financial and operational value, including:Total Cost of Ownership (TCO)Return on Investment (ROI)Operational EfficiencyRisk ReductionBusiness ResilienceCross-Functional LeadershipInfluences without authority and coordinates resources across multiple organizations.Customer AdvocacyRepresents customer priorities internally while ensuring successful business outcomes for both the customer and Nasuni.Success MetricsWithin 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.Why NasuniNasuni is the leading hybrid cloud storage solution that powers business growth with effortless scalability, built-in security, and fast edge performance using a unique cloud-native architecture. The Nasuni File Data Platform delivers operational excellence by consolidating NAS and backup, eliminating data silos, and making management easy and flexible without changes to apps or workflows. Its built-in security offers proactive defense and rapid recovery, lowering organization’s risk from the detrimental effects of ransomware attacks and other disasters. Synchronized access to file data everywhere ensures user productivity by supporting remote and hybrid work. Why work at Nasuni?As part of our commitment to your well-being, we are pleased to offer comprehensive benefits packages to employees across the US. Benefits packages generally include: Best in class employee onboarding and training“Take What You Need” paid time off policies Comprehensive health, dental and vision plansCompany-paid life and disability insurance401(k) retirement planGenerous employee referral bonusesFlexible remote work policy10 paid holidaysWide array of wellbeing offeringsPre-tax savings accounts with company contributionsAn Employee Assistance Program to help deal with life’s difficulties and stressorsGreat team culture and social activitiesCollaborative workspacesFree on-site fitness centers and stocked kitchensProfessional development resourcesTo all recruitment agencies: Nasuni does not accept agency resumes. Please do not forward resumes to our job boards, Nasuni employees or any other company location. Nasuni is not responsible for any fees related to unsolicited resumes.Nasuni is an equal opportunity employer. The equal employment opportunity policy at Nasuni protects employees and job applicants from discrimination on the bases of race, religion, color, sex (including pregnancy, gender identity, and sexual orientation), parental status, national origin, age, disability, family medical history or genetic information, political affiliation, military service, or other non-merit based factors. These protections extend to all management practices and decisions, including recruitment and hiring practices, appraisal systems, promotions, and training and career development programs.This privacy notice relates to information collected (whether online or offline) by Nasuni Corporation and our corporate affiliates (collectively, “Nasuni”) from or about you in your capacity as a Nasuni employee, independent contractor/service provider or as an applicant for an employment or contractor relationship with Nasuni.