Regional Sales Manager – Northeast

Travel Requirement: Regular regional travel required, with travel frequency based on business needs, customer engagement, partner development, and assigned events.

Position Overview
Nexsan is seeking an experienced, highly motivated Regional Sales Manager (RSM) to drive revenue growth, develop new business opportunities, and expand our presence throughout the Northeast region.

Nexsan is an established enterprise data storage manufacturer offering reliable, secure, high-performance, and cost-effective storage solutions for organizations across a broad range of industries and use cases. As a 100% channel-focused company, we work closely with resellers, distributors, and technology partners to deliver solutions that meet the evolving needs of enterprise customers.

The Regional Sales Manager will be responsible for developing and executing a territory sales strategy that drives new customer acquisition, expands existing accounts, strengthens channel relationships, and consistently achieves revenue objectives.

This is a field-oriented, customer-facing sales position that requires an active presence throughout the territory. The successful candidate must be comfortable working outside a traditional desk-based environment, regularly meeting face-to-face with channel partners, end users, and prospective customers. Building relationships, networking, prospecting, and attending industry and partner events are essential components of this role.

The RSM will engage directly with end users to identify opportunities, understand business and technical requirements, and influence purchasing decisions while ensuring that all transactions are fulfilled through Nexsan’s authorized channel partners.

Key Responsibilities

Territory Development & Revenue Growth

• Develop and execute a comprehensive territory sales plan to achieve or exceed quarterly and annual revenue targets.
• Proactively identify, prospect, and develop new business opportunities with enterprise and midmarket customers throughout the Northeast region.
• Maintain a regular schedule of in-person customer and partner visits to uncover opportunities, strengthen relationships, and advance active sales engagements.
• Build and maintain a healthy sales pipeline through proactive prospecting, channel engagement, customer outreach, networking, and strategic account development.
• Expand Nexsan’s presence within existing accounts by identifying additional workloads, use cases, and storage requirements.
• Identify and pursue competitive displacement opportunities by positioning Nexsan’s technical capabilities, reliability, and total cost of ownership advantages.
• Manage opportunities throughout the complete sales cycle, from initial qualification and technical discovery through proposal, negotiation, and closure.
• Maintain accurate sales forecasts, opportunity updates, and account information within the company’s CRM system.

Channel Partner Development & Engagement

• Build, develop, and maintain productive relationships with value-added resellers (VARs), systems integrators, distributors, and other channel partners.
• Identify and recruit new channel partners capable of generating incremental business and expanding Nexsan’s market presence.
• Regularly visit channel partners in person to strengthen relationships, identify opportunities, develop joint account strategies, and increase partner mindshare.
• Actively engage partner sales representatives and technical teams to identify, develop, and advance customer opportunities.
• Conduct joint customer calls, partner business reviews, sales training, and account planning sessions.
• Develop joint sales strategies and account plans with partners to increase pipeline generation and accelerate opportunity closure.
• Ensure partners receive the appropriate sales, technical, and marketing support to successfully position and sell Nexsan solutions.
• Maintain strong working relationships with multiple partners throughout the territory, supporting opportunities based on customer needs and partner engagement.

End-User Sales & Customer Relationships

• Engage directly with end-user customers and prospective accounts to develop relationships, understand business challenges, and identify storage requirements.
• Prioritize face-to-face selling through customer visits, onsite presentations, discovery meetings, and executive-level discussions.
• Proactively schedule meetings with prospective customers rather than relying solely on inbound leads or partner-generated opportunities.
• Work collaboratively with channel partners throughout the customer sales process while maintaining Nexsan’s 100% channel sales model.
• Develop relationships with IT decision-makers, infrastructure leaders, storage administrators, and executive stakeholders.
• Articulate the business value of Nexsan solutions, including reliability, data protection, scalability, performance, and long-term cost advantages.
• Position Nexsan solutions for enterprise storage use cases, including primary storage, backup and recovery, ransomware protection, immutable storage, virtualization, surveillance, and data retention.
• Work with pre-sales engineering resources to develop solution configurations, deliver technical presentations, and support customer evaluations and proofs of concept.
• Build long-term customer relationships that generate repeat business, expansion opportunities, and referrals.

Field Sales, Networking & Industry Engagement

• Maintain a strong presence throughout the assigned territory through regular face-to-face meetings with partners, customers, and prospects, actively building relationships and identifying new business opportunities.
• Attend and actively participate in all assigned trade shows, conferences, partner and customer events, and company-sponsored activities, leveraging these opportunities to expand industry relationships and generate qualified leads.
• Proactively manage regional travel, networking activities, and timely follow-up to maximize customer engagement, develop new accounts, and convert opportunities into measurable sales pipeline.

Sales Execution & Cross-Functional Collaboration

• Take ownership of assigned opportunities and proactively drive the next steps required to advance and close business.
• Develop and execute competitive sales strategies, addressing technical, commercial, and organizational objections.
• Collaborate closely with pre-sales engineering, product management, marketing, operations, and executive leadership to support customer and partner requirements.
• Coordinate internal resources to ensure timely delivery of quotations, technical information, and sales support.
• Negotiate commercial terms within established company guidelines while maintaining profitability.
• Provide market intelligence, competitive feedback, and customer insights to help shape Nexsan’s product and go-to-market strategies.
• Demonstrate accountability, responsiveness, and a strong sense of urgency in all partner and customer interactions.

Required Qualifications

• Minimum of 5 years of successful sales experience in enterprise data center storage, data infrastructure, or closely related technology solutions.
• Demonstrated success achieving or exceeding sales quotas and growing revenue within an assigned geographic territory.
• Experience selling enterprise storage solutions, including SAN, NAS, unified storage, backup storage, or related data center infrastructure.
• Proven ability to prospect, develop new accounts, build sales pipelines, and close complex B2B technology opportunities.
• Experience working with channel partners, resellers, distributors, or systems integrators.
• Ability to develop direct relationships with end-user customers while supporting a channel-based sales model.
• Working knowledge of enterprise IT environments, storage technologies, data protection, and infrastructure purchasing processes.
• Strong business acumen, consultative selling skills, negotiation capabilities, and executive-level communication skills.
• Experience managing multi-stakeholder sales cycles and coordinating internal and external resources.
• Self-motivated, proactive, and comfortable spending significant time in the field developing business.
• Ability to work independently in a remote environment with strong time management, organizational skills, and personal accountability.
• Proficiency with CRM systems, preferably Salesforce, and standard business productivity tools.
• Willingness and ability to travel regularly throughout the assigned territory and attend required company, customer, and partner events, including occasional overnight travel.
• Must reside within the assigned Northeast territory, with convenient access to a major airport.

Preferred Qualifications

• Established relationships with enterprise storage resellers, distributors, systems integrators, and end-user accounts in the Northeast.
• Experience selling storage hardware solutions from a manufacturer or established technology vendor.
• Familiarity with competitive enterprise storage offerings and market positioning.
• Experience with immutable storage, ransomware recovery, backup infrastructure, data archiving, or cybersecurity-related storage solutions.
• Experience developing new territories, expanding underpenetrated markets, or building channel ecosystems.
• Familiarity with other data center solutions such as Veeam, Commvault, VMware, or other enterprise infrastructure platforms.