Nasuni

Description

Strategic Account Manager - UK 

Nasuni is a land and expand business. You’re picking up small footholds in large enterprise accounts and goal is make them huge. The Strategic Account Manager will be responsible for providing business leadership within the region and management of a select number of Nasuni’s most strategic global accounts. Your goal will be to cross sell into these accounts, breaking into new business units and driving global expansion. You will build your own business, managing the existing relationships and developing pipeline with new stakeholders outside of existing business units. You will define a CXO relationship strategy within the accounts, including engaging with Nasuni senior leadership team for executive sponsorships, coordinating executive business reviews, and maintaining customer satisfaction. 

The Strategic Account Manager is responsible for teaming with the customer’s IT Organization to build strategic partnership across the customer, articulating a clear vision and generating enthusiasm, while growing Nasuni’s footprint within the customer’s environment. Proven ability to exceed assigned quota, prospect, close global contracts, and build new and deep relationships with large global customers is key. The SAM is responsible for selling at the most strategic level within the account and implementing a broad strategy for earning customer acceptance and service implementation. The SAM will work with all appropriate Nasuni resources (Executives, Solution Architects, Business Development, Marketing, Partners, Support, Service teams and Professional Services) to support customer interests. This is a hunter territory that requires experience and proven success opening large accounts. #LI-Remote 

As a Strategic Account Manager, you will... 

• Prospect: proven track-record of penetrating accounts; reaching decision-makers and closing business. 
• Proactively pursues business development opportunities with prospective and existing customers to drive further adoption of Nasuni within our existing customers. 
• Identify a strategic need for Nasuni’s file services platform within the customers organization and be an expert business case builder 
• Be comfortable with disrupting customers’ budget cycle, building a case for a solution that the customer has not budgeted for 
• Identify key business leaders and builds and multi-thread all levels from influencers to decision makers 
• Forecast and track key account metrics, renewals and expansion revenue. 
• Source & develop relationships with all levels within multiple business units of a global account; working a multi-threaded approach 
• 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 best value from their investments by driving consumption of the Nasuni Cloud File Services Platform. 
• Take ownership for the 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 in the marketplace. 
• Work with channel & alliance partners to maximise growth in joint accounts. 
• Assist with high-severity requests or issue escalations as needed. 
• Mentor more junior Account Managers 
• 60% travel – expected to be on-site with customers regularly, managing Enterprise accounts across Western Europe. 

Skills + experience we look for are... 

• Deep understanding of the customer’s business, it’s market and industry alongside key decision-makers and influencers in account organization 
• Ability to translate customer’s objectives and strategy 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 and/or Infrastructure Solutions) in a business-to-business environment. Experienced working in a "Farmer" role. 
• Experience in driving consumption of existing products & services within existing customers 
• Proven success in managing a single global account or software alliance partner
• Excellent analytical thinking and problem-solving skills 
• Demonstrated ability to work in a fast-paced, ever-changing environment 
• Excellent listening, negotiation and presentation skills 
• Ability to think strategically and drive sales transformation programs 
• Experienced 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 Global Enterprise. 
• BA/BS degree desired 
• Experience with Salesforce.com desired 
• Industry experience with Oil & Gas customers.
• #LI-Remote, #LI-Hybrid 

Why Nasuni? 

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? 

As part of our commitment to your well-being, we are pleased to offer comprehensive benefits packages to employees across the UK. Benefits packages generally include: 

• 25 days of PTO for full-time employees plus 10 holidays 
• Incentive stock options 
• Robust, company-paid private Medical and Dental benefit plans 
• An Employee Assistance Program to help with life’s difficulties and stressors 
• Substantial Death In Service and Income Protection (disability) insurance 
• Pension Plan with company match with salary exchange option 
• Generous employee referral bonuses 
• Professional development resources 
• “Nasuni Cares” volunteer opportunities
• Brand new, modern office space with great, public transit-accessible location in Paddington with lounge, bike storage, phone booths, café, rooftop terrace, lockers, kitchens and break-out spaces 
• Great team culture and social activities 
• Best in class employee onboarding and training 
• Professional development resources 

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.