What are the responsibilities and job description for the Strategic Account Manager position at Nasuni?
Strategic Account Manager - Remote US
The Strategic Account Manager will focus on a set of named accounts – a combination of prospects and existing accounts. Your responsibility will be to penetrate and open up prospect accounts that Nasuni has designated as strategic to the business, and will grow and expand Annual Recurring Revenue within existing strategic accounts Nasuni's Hybrid Cloud Data Infrastructure solutions by partnering strategically across customer's IT organization, and articulating a clear vision for opportunities in new areas of the customers business. This is a remote field sales role working with Nasuni's largest customers and identified named prospect accounts based in the assigned region.
As a Strategic Account Manager, you will...
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?
Benefits
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:
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.
This privacy notice relates to information collected (whether online or offline) by Nasuni Corporation and our corporate affiliates (collectively, “Nasuni”) from or about you in your capacity as a Nasuni employee, independent contractor/service provider or as an applicant for an employment or contractor relationship with Nasuni.
The Strategic Account Manager will focus on a set of named accounts – a combination of prospects and existing accounts. Your responsibility will be to penetrate and open up prospect accounts that Nasuni has designated as strategic to the business, and will grow and expand Annual Recurring Revenue within existing strategic accounts Nasuni's Hybrid Cloud Data Infrastructure solutions by partnering strategically across customer's IT organization, and articulating a clear vision for opportunities in new areas of the customers business. This is a remote field sales role working with Nasuni's largest customers and identified named prospect accounts based in the assigned region.
As a Strategic Account Manager, you will...
- Grow and expand Strategic Accounts for Hybrid Cloud Storage and Data Services
- Prospect and penetrate new accounts and expand our reach within existing accounts by identifying and penetrating new lines of business and decision makers
- Proactively pursues business development opportunities with prospective and existing customers to drive further adoption of Nasuni within our existing customers.
- Identify critical partners (resellers, GSI, solution partners, etc) that are strategic to the customer/prospect, and execute a plan with those partners to grow Nasuni’s presence and relevance in the accounts
- Identify strategic needs for Nasuni’s file services platform within the customers organization and build expert use cases.
- Be comfortable disrupting customers’ budget cycle, building business cases and financial justifications for solutions that the customer may or may not have budgeted for.
- Identify key business leaders and decision makers across the organization, and build relationships across all levels of the organization
- Forecast and track key account metrics, renewals and expansion revenue.
- Source & develop relationships with all levels within multiple business units of strategic accounts
- Formulate strategies to market for nominated Global Enterprise strategic accounts in conjunction with the Propositions and industry segments area
- Drive accelerated revenue growth by identifying potential markets for new and existing products and services in accounts
- Develop a strategy and plan for the growth of high potential enterprise accounts by maximizing efficiencies and identifying potential opportunities where Nasuni can add significant value within new & existing business units.
- Leverage partnerships with leaders (e.g., C-level executives, board members) and decision makers of the assigned accounts, the broader ecosystem, and within other areas of their hierarchy to reimagine and shape long-term strategic business direction, digital capabilities, revenue streams, etc.
- Connect appropriate internal executives to build strategic relationships, leveraging deep knowledge of customer business and ecosystem (e.g., customers, competitors, partners). You will also conduct ongoing executive mapping exercises to ensure alignment across key internal and external groups.
- Ensure that the customer gets maximum value from their investments by driving consumption of the Nasuni Cloud File Services Platform.
- Own customer experience, working with customers as a trusted advisor to solve problems and challenge their thinking to support them in driving growth.
- Build credibility through an in-depth understanding of a customer’s business, organization, external environment, and industry.
- Drive collaboration with the wider virtual teams throughout the life cycle of client engagements.
- Meet overall revenue goals for the accounts assigned to them, forecasting and tracking key account metrics.
- Maintain full fluency in Nasuni’s products and services and how they are sold to deliver value to Strategic Customers and the marketplace.
- Work with channel & alliance partners to maximize growth in joint accounts.
- Assist with high-severity requests or issue escalations as needed.
- Mentor junior Account Managers
- 50% travel – expected to be on-site with customers regularly, managing Enterprise accounts across assigned Regions and Territories.
- Deep understanding of the customer’s business, it’s market and industry alongside key decision-makers and influencers in account organization
- Proven track-record of penetrating large accounts; reaching decision-makers and closing business.
- Ability to translate customer’s objectives and strategies into relevant value propositions
- Actively participate in preparation of customer meetings designed for customer C level
- 10 years of proven success in enterprise level technology-related sales or business development (Data Management, Storage Solutions, or Data Infrastructure Solutions) in a business-to-business environment.
- Experience in driving consumption of existing products & services within existing customers
- Proven success in managing multiple strategic accounts
- Excellent analytical thinking and problem-solving skills
- Demonstrated ability to work in a fast-paced changing environment
- Excellent listening, negotiation and presentation skills
- Ability to think strategically and drive sales transformation programs
- Experience working with C-Level (internal and customers)
- Strong decision-making skills – able to identify key business issues and balance conflicting interests
- Strong communication skills – able to convey understanding and earn respect across Strategic Global Enterprises.
- BA/BS degree or equivalent experience desired
- Experience with Salesforce.com and latest GTM Cloud based Sales Tools.
- The Strategic Account Manager role is a remote field sales position that can be based in Mid-West, Central or Mountain territories. Frequent travel to customers is expected as is occasional travel to Nasuni offices.
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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?
Benefits
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:
- Best in class employee onboarding and training
- “Take What You Need” paid time off policy
- Incentive stock options
- 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
- 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
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.
This privacy notice relates to information collected (whether online or offline) by Nasuni Corporation and our corporate affiliates (collectively, “Nasuni”) from or about you in your capacity as a Nasuni employee, independent contractor/service provider or as an applicant for an employment or contractor relationship with Nasuni.
