Strategic Account Manager

About the role

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.

Responsibilities

• 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.

Qualifications

• 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.