• Meet or exceed all assigned quotas and targets while forecasting weekly, monthly, and quarterly revenues for the assigned account set and overall territory • Meet or exceed the required number of face-to-face meetings each month with customers and partners in the territory to identify new opportunities and grow existing opportunities • Full participation in all team activities for enablement, forecasting, partner updates, partner sales efforts, and recognition • Create and track sales opportunities (leads, renewals, deal registrations, and quotes in Salesforce.com) • Address any customer satisfaction issues and/or requests in a timely manner • Drive sales cycles to close while establishing relationships and credibility, and provide necessary presales support for prospects & customers • Work closely with your local Channel Account Manager (CAM) and our reseller partner network to drive deals, increase revenue, and enable channel partners’ success in the Mid-Market segment • Follow up on inbound, web, and corporate event leads • Accept inbound and perform outbound prospecting activities to identify new sales opportunities • Meet and exceed the sales activity metrics designed to make you productive and successful • Lead customer presentations and demos via online tools (GO TO MEETING) • Perform ongoing analysis and report on opportunities that are supported • Act as a liaison between partners, customers, and appropriate Fortinet team members • Perform other duties and projects, as assigned to support the growth of our business.

• Drive direct sales engagements into a set of Named Accounts within your assigned territory. • Create and implement territory plans to achieve deployments of Fortinet solutions to a set of assigned, existing accounts and new logo prospects, within your assigned territory. • Develop executive relationships with key buyers and influencers and leverage these relationships to achieve quarterly sales goals. • Coordinate with internal teams to deliver winning contract bids, proposals, RFI/RFP responses, and Statements of Work. • Negotiate terms of business with clients to achieve mutually beneficial results and long-term partnerships. • Build and promote the Company’s position as the worldwide leader in Unified Threat Management.

• Reporting to the Vice President of Client Services, the Account Manager supports the retention, satisfaction, and growth of a portfolio of EK Health’s clients through consistent communication, accurate execution of client programs, and timely issue resolution • This role focuses on relationship building, service coordination, and data-driven client support while developing the skills needed to manage more complex accounts over time • Serve as a day-to-day point of contact for assigned clients under the guidance of senior leadership • Maintain consistent client communication via phone, email, virtual, and in-person meetings • Track and document all client interactions and activities in HubSpot • Support client reviews by gathering data, preparing materials, and updating client records • Report on program performance, achievements and cost savings with monthly, quarterly and/or annual stewardship reviews • Escalate issues, risks, or concerns appropriately to senior team members • Assist in the development and maintenance of Strategic Client Plans • Evaluate program enhancement opportunities • Participate in monthly client plan reviews and updates in HubSpot • Coordinate reporting, meeting logistics, and follow-ups • Track service outcomes, basic performance metrics, and client feedback • Support invoice review and assist with accounts receivable follow-up • Coordinate issue tracking and resolution with internal teams • Monitor revenue and utilization trends for assigned clients • Assist in identifying potential service expansion or cross-sell opportunities • Assist in the preparation of reports and proposals • Escalate revenue declines or utilization concerns to leadership • Develop a strategic plan for revenue growth or retention strategies • Assist with contract renewal preparation and documentation • Support annual fee validation and pricing reviews • Help review, update, and distribute client protocols as required • Ensure client records align with contractual and operational requirements

Role Description The Strategic Account Manager owns and grows a portfolio of named enterprise accounts across the East region, including existing customers and high-priority prospects. This role combines account expansion and new business development, with a focus on building long-term relationships, uncovering new opportunities, and driving measurable business outcomes. You will engage technical and business stakeholders to position Nasuni’s platform as a key part of modern data infrastructure strategies. This role is ideal for enterprise sellers who excel in complex environments, build momentum across large organizations, and consistently deliver results through strong account strategy and disciplined execution. Responsibilities - Account Strategy & Growth - Develop and execute account plans across assigned enterprise accounts - Expand existing customer relationships by identifying new use cases and business priorities - Build strong relationships across stakeholders and business units - New Opportunity Development - Identify and develop new opportunities within assigned prospect accounts - Build relationships with key decision-makers and influencers - Align Nasuni solutions to customer priorities, initiatives, and transformation goals - Enterprise Deal Execution - Manage complex sales cycles using structured methodologies such as MEDDPIC - Build strong business cases and financial justification - Maintain accurate forecasting and pipeline visibility - Ecosystem & Partner Collaboration - Work with resellers, GSIs, and cloud providers to drive joint account success - Execute co-sell strategies with AWS, Microsoft, and Google Cloud - Leverage partners to expand reach and accelerate deal cycles - Executive Engagement - Engage senior business and technology leaders - Lead strategic conversations around: - Data infrastructure modernization - Cost optimization - Risk reduction and resilience - AI readiness and data accessibility - Technical Credibility - Build understanding of: - Hybrid cloud storage and file services - Enterprise data infrastructure - Partner effectively with technical teams to support solution validation - AI-Enabled Selling - Use AI-powered tools to improve: - Account research and planning - Customer engagement and personalization - Pipeline management and forecasting accuracy Qualifications - 8–12+ years of enterprise B2B technology sales experience - Proven success managing and growing enterprise or strategic accounts - Demonstrated ability to expand customer relationships and create new business within assigned accounts - Experience managing complex, multi-stakeholder sales cycles - Familiarity with structured sales methodologies such as MEDDPIC or MEDDICC - Experience working with channel partners and/or cloud alliances - Strong ability to engage and influence senior stakeholders - Proficiency with CRM tools such as Salesforce and modern sales platforms - Experience using AI or data-driven tools to improve sales effectiveness Preferred Qualifications - Experience selling data infrastructure, storage, or cloud solutions - Familiarity with hybrid cloud environments - Experience in partner-led or co-sell motions - Track record of exceeding enterprise sales targets Ideal Qualifications - Experience working with Global 2000 organizations - Success driving enterprise-wide platform adoption - Established relationships within relevant industries or regions - Experience supporting large-scale transformation initiatives Requirements - 8–12+ years of total enterprise sales experience - 5+ years owning enterprise or strategic accounts - 3+ years selling infrastructure, cloud, or data-related solutions Benefits - Best in class employee onboarding and training - "Take What You Need” paid time off policy - 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 - Great team culture and social activities - Collaborative workspaces - Free on-site fitness centers and stocked kitchens in select office locations - Professional development resources