Named Account Manager

About the role

Boston Seaport - Hybrid Onsite (3 Days)
Reports to: Director, NAM
Nasuni is the leading unified file data platform for enterprises navigating rapid data growth, hybrid work, and AI-driven transformation.

Responsibilities

• 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, and Cross-selling.
• 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.

Trusted Advisor

• Capable Of Discussing IT modernization, Digital transformation, Cloud economics, Cyber resilience, AI data strategies, Enterprise architecture,
  
• 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.

Qualifications

• 7+ years of enterprise technology sales or account management experience.
  
• Proven success managing Fortune 1000 or Global 2000 accounts.
  
• 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

• 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.
  
• Succeed in closing meaningful Enterprise License Agreements (ELAs) where appropriate.
  
• Partner with Customer Success to maintain strong customer health.

Why Nasuni

Nasuni 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?

• Comprehensive benefits packages to employees across the US.
  
• Best in class employee onboarding and training.
  
• "Take What You Need" paid time off policies.
  
• Comprehensive health, dental and vision plans.
  
• Company-paid life and disability insurance.
  
• 401(k) retirement plan.
  
• Moderate remote work policy.
  
• 10 paid holidays.
  
• Wide array of wellbeing offerings.
  
• Pre-tax savings accounts with company contributions.
  
• An Employee Assistance Program to help deal with life’s difficulties and stressors.
  
• Great team culture and social activities.
  
• Collaborative workspaces.
  
• Free on-site fitness centers and stocked kitchens.
  
• Professional development resources.

Equal Employment Opportunity

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.

Privacy Notice

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