Senior Director of Sales - Strategic Account Management
Nasuni, a pioneer in hybrid cloud storage solutions, is seeking an exceptional leader to join us as the Senior Director of Strategic Account Management. In this role, you will lead and manage a team of 7 - 10 Strategic Account Managers in propelling Nasuni's success to new heights. Each Strategic Account Manager, on this team, manages Global Accounts or multiple Strategic Accounts.
Key Responsibilities
- Leadership and Business Development:
Lead and manage a team of Strategic Account Managers (SAMs) with a focus on building and expanding relationships within Nasuni's most strategic global accounts. Enhance Nasuni's "land and expand" business model, transforming small footholds into substantial partnerships within large enterprise accounts. - Customer Engagement and Expansion:
Develop and execute a CXO relationship strategy within strategic accounts, engaging Nasuni's senior leadership for executive sponsorships and coordinating executive business reviews. Drive cross-selling initiatives, breaking into new business units and fostering global expansion within existing accounts. - Strategic Planning and Vision:
Collaborate with the customer's Global IT organization to build strategic partnerships, articulating a clear vision and generating enthusiasm for Nasuni's offerings. Define and implement a broad strategy for earning customer acceptance and service implementation at the most strategic level within each account. - Business Case Development and Disruption:
Identify strategic needs for Nasuni's file services platform within customer organizations and expertly build business cases. Comfortably disrupt customers' budget cycles by presenting solutions not originally budgeted for, demonstrating the value Nasuni brings. - Global Account Management:
Source and develop relationships across multiple business units within global accounts, working with a multi-threaded approach. Forecast and track key account metrics, renewals, and expansion revenue while actively pursuing business development opportunities. - Collaboration and Mentorship:
Collaborate with internal Nasuni resources, including Executives, Solution Architects, Business Development, Marketing, Partners, Support, Service teams, and Professional Services. Mentor and support junior Account Managers in their professional development. - Travel and On-Site Engagement:
Manage enterprise accounts within the United States, with an expected travel rate of 60% to be on-site regularly with customers.
Qualifications
- Strategic Sales Team Leadership experience.
- 12+ years of proven success in enterprise-level hybrid cloud technology-related sales or similar high-growth SaaS business development.
- Demonstrated experience working at a strategic level, influencing C-level executives, and driving transformational programs.
- Deep understanding of customer businesses, markets, and industries, particularly within Energy, Media & Service providers.
- Experience in driving consumption of existing products and services within established customers.
- Strong analytical thinking, problem-solving, negotiation, and presentation skills.
- Proven ability to work in a fast-paced, ever-changing environment.
- Experience with Salesforce.com is desired.
- BA/BS degree is preferred.
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.
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
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