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, partner engagement, and field execution.
- Curiosity, humility, resilience, accountability, and strong cross-functional collaboration.
Preferred qualifications
- 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.
Ideal qualifications
- Experience selling into Global 2000 or similarly complex enterprise organizations.
- Success driving enterprise-wide platform adoption or large-scale transformation initiatives.
- Strong understanding of enterprise data infrastructure, cloud modernization, ransomware resilience, cost optimization, and AI-ready data strategies.
- Proven ability to activate partners and cloud alliances to create, influence, and close strategic enterprise opportunities.
- A consistent pattern of field-driven selling, customer travel, executive engagement, and territory-building.
Experience guidelines
- 8–12+ years of total enterprise B2B technology sales experience.
- 5+ years owning enterprise or strategic named accounts.
- 3+ years selling infrastructure, cloud, data, security, storage, networking, backup/recovery, or adjacent enterprise IT solutions.
- Experience should include both new pipeline creation and account expansion in complex customer environments.
