Named Account Manager, Nasuni
Salary not provided
AWS
GCP
Salesforce
Azure
Senior and Expert level
Boston
3 days a week in office (Boston Seaport )
Hybrid cloud solutions for global enterprises
Job no longer available
Hybrid cloud solutions for global enterprises
501-1000 employees
B2BData storageEnterpriseSaaSCloud Computing
Job no longer available
Salary not provided
AWS
GCP
Salesforce
Azure
Senior and Expert level
Boston
3 days a week in office (Boston Seaport )
501-1000 employees
B2BData storageEnterpriseSaaSCloud Computing
Company mission
To remove the friction that keeps data from fully serving businesses.
Role
Who you are
- 7+ years of enterprise technology sales or account management experience
- Proven success managing Fortune 1000 or Global 2000 accounts
- Demonstrated history of exceeding annual quotas ($2M+ preferred)
- Experience selling enterprise software, SaaS, cloud infrastructure, storage, or cybersecurity solutions
- Strong executive presentation and communication skills
- Experience negotiating seven-figure enterprise agreements
- Expertise navigating complex procurement organizations
- Ability to manage long, strategic enterprise sales cycles
- Experience working with:
- AWS
- Microsoft Azure
- Google Cloud
- Familiarity with:
- MEDDPICC
- Command of the Message
- Challenger Sale
- Value Selling
- Executive Presence
- Ability to engage C-level executives through strategic business conversations rather than product demonstrations
- Consultative Selling
- Understands customer business drivers and aligns Nasuni capabilities to measurable business outcomes
- Strategic Thinking
- Develops multi-year account strategies that maximize customer lifetime value
- Business Acumen
- Able to articulate financial and operational value, including:
- Total Cost of Ownership (TCO)
- Return on Investment (ROI)
- Operational Efficiency
- Risk Reduction
- Business Resilience
- Cross-Functional Leadership
- Influences without authority and coordinates resources across multiple organizations
- Customer Advocacy
- Represents customer priorities internally while ensuring successful business outcomes for both the customer and Nasuni
What the job involves
- Nasuni is seeking an experienced Enterprise Account Manager to drive strategic growth within an assigned portfolio of 25–30 enterprise customers. This is a quota-carrying role focused on expanding customer relationships through Enterprise License Agreements (ELAs), platform adoption, workload expansion, cross-selling, and long-term strategic partnerships
- The ideal candidate is a consultative seller who understands executive business priorities, complex enterprise buying cycles, and the intersection of infrastructure modernization, cybersecurity, cloud transformation, and AI readiness. Success requires partnering closely with Customer Success, Sales Engineering, Channel Partners, Marketing, Professional Services, and Executive Leadership to maximize customer outcomes while exceeding revenue targets
- This role manages some of Nasuni's most strategic customers and is responsible for developing executive relationships that position Nasuni as a long-term strategic platform rather than a point solution
- Strategic Account Management
- Own an assigned portfolio of enterprise customers
- Develop and execute multi-year account strategies focused on revenue growth and customer retention
- Build trusted relationships across executive stakeholders, including CIOs, CTOs, CISOs, Infrastructure Leaders, Storage Architects, and Procurement
- Conduct regular Executive Business Reviews (EBRs) that demonstrate measurable business value
- Revenue Growth
- Drive expansion opportunities including:
- Enterprise License Agreements (ELAs)
- Capacity expansion
- Global office deployments
- Disaster recovery modernization
- Ransomware resilience initiatives
- Cloud migration programs
- AI data readiness initiatives
- Platform consolidation
- Consistently exceed quarterly and annual bookings targets
- Executive Selling
- Lead complex enterprise sales cycles by:
- Building compelling business cases
- Quantifying financial outcomes
- Navigating procurement and legal processes
- Managing multi-stakeholder buying committees
- Negotiating enterprise agreements
- Become a trusted advisor capable of discussing:
- IT modernization
- Digital transformation
- Cloud economics
- Cyber resilience
- AI data strategies
- Enterprise architecture
- Customer Retention & Value Realization
- Own the commercial renewal strategy for an assigned portfolio of enterprise customers, ensuring predictable recurring revenue and high customer retention
- Develop and execute renewal plans well in advance of contract expiration, identifying risks, aligning stakeholders, and driving successful on-time renewals
- Partner closely with Customer Success, Support, Professional Services, and Sales Engineering to maximize customer health, adoption, and satisfaction throughout the customer lifecycle
- Identify and proactively mitigate renewal risks through executive engagement, value realization discussions, and success planning
- Lead renewal negotiations, including pricing, contract structure, Enterprise License Agreements (ELAs), and multi-year subscription agreements
- Achieve or exceed annual renewal rate, Gross Revenue Retention (GRR), and Net Revenue Retention (NRR) targets while strengthening long-term customer partnerships
- Partner with Customer Success to ensure:
- High platform adoption
- Successful renewals
- Risk mitigation
- Expansion identification
- Executive sponsorship
- Translate customer outcomes into measurable ROI
- Cross-Functional Leadership
- Collaborate closely with:
- Sales Engineering
- Customer Success
- Product Management
- Marketing
- Professional Services
- Executive Leadership
- Channel Partners
- Cloud Service Providers (AWS, Azure, Google Cloud)
- Pipeline Management
- Maintain accurate forecasting through Salesforce
- Develop:
- Territory plans
- Opportunity strategies
- Mutual action plans
- Executive engagement plans
- Achieve consistent forecast accuracy
- Within the first 12 months, the Enterprise Account Manager will:
- Achieve or exceed annual bookings quota
- Deliver high renewal rates across assigned accounts
- Increase enterprise platform adoption
- Expand executive relationships within strategic customers
- Identify and close meaningful expansion opportunities
- Improve forecast accuracy
- Successfully position Enterprise License Agreements (ELAs) where appropriate
- Partner with Customer Success to maintain strong customer health
Our take
Nasuni helps enterprises to manage unstructured data with its data platform for hybrid cloud environments. It addresses challenges in data storage scaling, security, and edge performance while making data AI-ready.
The platform simplifies the management of vast and unstructured data, enabling enterprises to unlock data silos and their intelligence. Also, by partnering with major cloud providers like Microsoft, AWS and Google Cloud, Nasuni offers seamless integration and support.
In 2024, the company expanded into the French market to meet the growing demand for AI-ready data solutions and data security against ransomware. By partnering with local IT provider arcITek and serving top French companies, Nasuni's expansion has increased its footprint and reputation.
Kirsty
Company Specialist at Welcome to the Jungle
Company
Funding (last 2 of 11 rounds)
Mar 2022
$60m
GROWTH EQUITY VC
Jul 2020
$25m
LATE VC
Total funding: $224.5m
Company benefits
- Generous paid time off
- Comprehensive medical, dental, and vision plans
- Retirement/pension plans
- Professional growth opportunities and performance bonuses
- Work/life balance with flexible schedules and locations
- Generous employee referral bonus
- Incentive stock options
- Free on-site fitness center
- Work from home
- Flexible commuting options including bike, water shuttle, and public transportation
- Complimentary on-site snacks and beverages
- Stand-up desks
- Pre-tax commuter benefits in many states
- Pet insurance
Company HQ
Government Center, Boston, MA
Leadership
Andres Rodriguez
(Founder & CEO)Previously the CTO of Hitachi Data Systems, Archivas, and The New York Times.
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