Note: The job is a remote job and is open to candidates in USA. Nasuni is seeking a Strategic Account Manager to own and grow a portfolio of named enterprise accounts across the East region. This role involves 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
- Apply sound judgment when using AI-generated outputs, including validating accuracy, customer relevance, and appropriate use of sensitive information
Skills
- 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
- 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
Benefits
- 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
Company Overview