Strategic Account Manager

Strategic Account Manager — East Region (Remote, US)

Role Overview
The Strategic Account Manager owns and grows a portfolio of named enterprise accounts across the East region, including existing customers and high-priority prospects. This role combines account expansion and new business development, with a focus on building long-term relationships, uncovering new opportunities, and driving measurable business outcomes. You will engage technical and business stakeholders to position Nasuni’s platform as a key part of modern data infrastructure strategies.

This role is ideal for enterprise sellers who excel in complex environments, build momentum across large organizations, and consistently deliver results through strong account strategy and disciplined execution.

Level & Scope Definition

• Own a named book of enterprise accounts, including customers and prospects
• Accountable for pipeline creation, deal execution, and revenue results
• Lead multi-stakeholder sales cycles involving technical, financial, and executive buyers
• Operate autonomously while partnering with Sales Engineering, Customer Success, Marketing, and Alliances
• Drive results through:
  • Direct engagement
  • Partner collaboration (VARs, GSIs)
  • Cloud alliances (AWS, Microsoft, Google Cloud)

Responsibilities

Account Strategy & Growth

• Develop and execute account plans across assigned enterprise accounts
• Expand existing customer relationships by identifying new use cases and business priorities
• Build strong relationships across stakeholders and business units

New Opportunity Development

• Identify and develop new opportunities within assigned prospect accounts
• Build relationships with key decision-makers and influencers
• Align Nasuni solutions to customer priorities, initiatives, and transformation goals

Enterprise Deal Execution

• Manage complex sales cycles using structured methodologies such as MEDDPIC
• Build strong business cases and financial justification
• Maintain accurate forecasting and pipeline visibility

Ecosystem & Partner Collaboration

• Work with resellers, GSIs, and cloud providers to drive joint account success
• Execute co-sell strategies with AWS, Microsoft, and Google Cloud
• Leverage partners to expand reach and accelerate deal cycles

Executive Engagement

• Engage senior business and technology leaders
• Lead strategic conversations around:
  • Data infrastructure modernization
  • Cost optimization
  • Risk reduction and resilience
  • AI readiness and data accessibility

Technical Credibility

• Build understanding of:
  • Hybrid cloud storage and file services
  • Enterprise data infrastructure
• Partner effectively with technical teams to support solution validation

AI-Enabled Selling

• Use AI-powered tools to improve:
  • Account research and planning
  • Customer engagement and personalization
  • Pipeline management and forecasting accuracy

Qualifications

Must-Have Qualifications

• 8–12+ years of enterprise B2B technology sales experience
• Proven success managing and growing enterprise or strategic accounts
• Demonstrated ability to expand customer relationships and create new business within assigned accounts
• Experience managing complex, multi-stakeholder sales cycles
• Familiarity with structured sales methodologies such as MEDDPIC or MEDDICC
• Experience working with channel partners and/or cloud alliances
• Strong ability to engage and influence senior stakeholders
• Proficiency with CRM tools such as Salesforce and modern sales platforms
• Experience using AI or data-driven tools to improve sales effectiveness

Preferred Qualifications

• Experience selling data infrastructure, storage, or cloud solutions
• Familiarity with hybrid cloud environments
• Experience in partner-led or co-sell motions
• Track record of exceeding enterprise sales targets

Ideal Qualifications

• Experience working with Global 2000 organizations
• Success driving enterprise-wide platform adoption
• Established relationships within relevant industries or regions
• Experience supporting large-scale transformation initiatives

Experience Guidelines

• 8–12+ years of total enterprise sales experience
• 5+ years owning enterprise or strategic accounts
• 3+ years selling infrastructure, cloud, or data-related solutions

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:   

To 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.