Strategic Account Manager

Strategic Account Manager

Nasuni is seeking a Strategic Account Manager to own and grow a portfolio of named enterprise accounts across the East region. This role includes both existing customers and high-priority prospects, with responsibility for creating new pipeline, expanding customer relationships, and driving revenue growth through complex enterprise sales cycles.

This is a field-oriented enterprise sales role for someone who can build momentum in large accounts, engage senior business and technology leaders, and work effectively across direct, channel, and cloud alliance motions. The right candidate brings a balanced hunter/farmer profile: able to create new opportunities while also expanding existing enterprise relationships through strong account strategy, executive engagement, and disciplined execution.

This role is best suited for a curious, humble, resilient seller who thrives in complex customer environments, is energized by getting in front of customers, and can partner closely with Sales Engineering, Customer Success, Marketing, Alliances, and channel partners to deliver measurable business outcomes.

In this role, you will own a named book of enterprise accounts across the East region and be accountable for pipeline creation, deal execution, account expansion, and revenue results. You will lead multi-stakeholder sales cycles involving technical, financial, procurement, and executive buyers, while positioning Nasuni as a key part of customers' modern data infrastructure strategies.

You will operate with autonomy while collaborating across Nasuni's go-to-market organization to develop account plans, identify whitespace, engage the partner ecosystem, and advance strategic opportunities. Success requires strong field discipline, executive presence, structured sales execution, and the ability to sell complex technology in infrastructure-adjacent environments.

Responsibilities include:

• Develop and execute account plans across assigned enterprise customers and prospects.
• Build new relationships across business units, executive stakeholders, technical teams, procurement, and partner ecosystems.
• Identify whitespace opportunities, new use cases, and business priorities that align to Nasuni's platform value.
• Expand existing customer relationships by driving broader adoption and measurable business outcomes.
• Create new pipeline within named accounts and high-priority prospects through direct engagement, account research, partner leverage, referrals, events, and field activity.
• Build relationships with key decision-makers, influencers, and technical champions.
• Align Nasuni solutions to customer initiatives such as data infrastructure modernization, hybrid cloud transformation, cost optimization, risk reduction, resiliency, and AI readiness.
• Lead complex, multi-stakeholder sales cycles from discovery through close.
• Use structured sales methodologies such as MEDDPIC or MEDDICC to qualify opportunities, manage risk, and maintain forecast accuracy.
• Build compelling business cases, financial justification, close plans, and executive-level value narratives.
• Maintain accurate pipeline visibility, account intelligence, and CRM hygiene.
• Work with channel partners, resellers, GSIs, and cloud alliance teams to create access, influence account strategy, and accelerate deal cycles.
• Execute partner-led and co-sell motions with AWS, Microsoft, Google Cloud, and other relevant ecosystem partners.
• Collaborate with internal Alliances and Channel teams to activate the right partner resources at the right stage of the sales cycle.
• Engage senior technology, business, finance, and procurement stakeholders with credibility and business outcome orientation.
• Partner effectively with Sales Engineering to support discovery, solution validation, technical evaluation, and customer education.
• Develop a practical understanding of hybrid cloud storage, file services, enterprise data infrastructure, security, resiliency, and AI-ready data strategies.
• Use AI and data-driven tools to improve account research, stakeholder mapping, customer personalization, pipeline inspection, meeting preparation, and forecast quality.
• Apply sound judgment when using AI-generated outputs, including validating accuracy, customer relevance, and appropriate use of sensitive information.

Must-have qualifications include:

• 8+ years of enterprise B2B technology sales experience.
• Proven success owning and growing a portfolio of large enterprise or strategic accounts, including quota, pipeline creation, and revenue accountability.
• Demonstrated hunter/farmer profile, with evidence of personally creating new pipeline and expanding existing customer relationships.
• Experience managing complex, multi-stakeholder enterprise sales cycles involving technical, financial, procurement, and executive buyers.
• Experience selling data infrastructure, cloud infrastructure, storage, cybersecurity, networking, backup/recovery, hybrid cloud, file services, or another complex enterprise IT platform.
• Ability to build executive relationships, lead value-based sales conversations, and influence senior stakeholders.
• Experience working with channel partners, resellers, GSIs, cloud alliances, or co-sell partners to progress enterprise opportunities.
• Strong sales discipline, including account planning, forecasting, CRM management, and structured qualification such as MEDDPIC or MEDDICC.
• Willingness and ability to travel regularly across the East region for customer meetings, partner engagement, and field execution.
• Curiosity, humility, resilience, accountability, and strong cross-functional collaboration.

Preferred qualifications include:

• Experience selling data infrastructure, storage, hybrid cloud, backup/recovery, file services, or related enterprise IT solutions.
• Experience working with AWS, Microsoft, Google Cloud, cloud marketplaces, or hyperscaler co-sell motions.
• Track record of exceeding enterprise sales targets in a high-growth SaaS or technology company.
• Experience expanding across multiple business units, geographies, or use cases within large enterprise accounts.
• Established relationships with enterprise IT buyers, channel partners, or cloud ecosystem stakeholders in the East region.
• Experience using AI, sales intelligence, or data-driven tools to improve account planning, outreach, pipeline management, or forecasting.

Ideal qualifications include:

• Experience selling into Global 2000 or similarly complex enterprise organizations.
• Success driving enterprise-wide platform adoption or large-scale transformation initiatives.
• Strong understanding of enterprise data infrastructure, cloud modernization, ransomware resilience, cost optimization, and AI-ready data strategies.
• Proven ability to activate partners and cloud alliances to create, influence, and close strategic enterprise opportunities.
• A consistent pattern of field-driven selling, customer travel, executive engagement, and territory-building.

Experience guidelines include:

• 812+ years of total enterprise B2B technology sales experience.
• 5+ years owning enterprise or strategic named accounts.
• 3+ years selling infrastructure, cloud, data, security, storage, networking, backup/recovery, or adjacent enterprise IT solutions.
• Experience should include both new pipeline creation and account expansion in complex customer environments.

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 policy
• Comprehensive health, dental and vision plans
• Company-paid life and disability insurance
• 401(k) and Roth IRA retirement plan
• Generous employee referral bonuses
• Flexible remote work policy
• 10 Paid Holidays
• Wide array of wellbeing offerings
• Pre-tax savings accounts with company contributions
• Great team culture and social activities
• Collaborative workspaces
• Free on-site fitness centers and stocked kitchens in select office locations
• Professional development resources

Compensation Transparency:

In accordance with U.S. pay transparency laws, Nasuni is committed to providing visibility into compensation for all U.S.-based roles. Click HERE to view our compensation ranges by job grade. Actual compensation will be based on a variety of factors, including a candidate's experience, skills, education, and work location.

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.