Strategic Account Manager

Strategic Account Manager — MidWest Region Location: Remote, United States — MidWest Region Travel: Regular regional travel required for customer meetings, partner engagement, executive briefings, and territory development Role overview 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. Scope and impact 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 Account strategy and growth 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. New opportunity development 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. Enterprise deal execution 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. Ecosystem and partner collaboration 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. Executive and technical engagement 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. AI-enabled selling 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. Qualifications Must-have 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, partne