Employee Spotlight: Q&A with Kenz Mroue, Director of EMEA Partner Sales at Nasuni

Nasuni sat down with Kenz Mroue, Director of Partner Sales in EMEA, to talk about her strategic approach to partner sales and pivotal role in Nasuni’s accelerating international growth.

With a background in hyperscaler alliances, Kenz joined Nasuni as an individual contributor in 2022. Following a period of rapid expansion, she now leads a team of five that have solidified Nasuni’s position in key European markets. In this edition of Employee Spotlight, she shares how her team builds mindshare through enablement, why transferable skills matter, and how Nasuni is helping organizations power business transformation in the era of AI.

Q: What area of the business are you responsible for?

I lead the partnership team in EMEA, which looks after our channel ecosystem and alliances with the key hyperscalers: Microsoft, AWS, and Google.

My team and I are responsible for building Nasuni’s brand and value proposition, and taking this to market through our partner ecosystem. This includes traditional resellers, regional system integrators, and cloud providers.

A big part of what we do is building mindshare and trust; educating partner sales teams about what Nasuni can do to uncover new opportunities we can work on together. We also accelerate existing opportunities by aligning them with the right partner to progress the deal.

I like to think of it as assembling the “Nasuni army” — allies with strong customer relationships who can validate our proposition, our solution, and our company.

Q: What does the partner ecosystem in EMEA look like today?

Our EMEA partner ecosystem is in a high-growth phase. The team has doubled in size over the past two years, and we now have coverage across the UK, France, Germany, Benelux, and the Nordics.

We launched in France just two years ago with a single partner. Since then, we’ve added a new partner every quarter and are already going to market together. That’s a very different landscape from the UK, where we now have more than twenty partners of varying sizes, specialities, and services.

Our job is to make Nasuni relevant in each territory. As we’ve grown, we’ve learned which approaches work best in different markets and with specific partner types — allowing us to replicate and scale success across regions more quickly.

This strategy is paying off. Nasuni’s international growth continues to accelerate, with a 30% year-over-year increase in ARR, 46% growth in new customer bookings, and over 120 new enterprise customers added globally last year. Those results reflect the strength of our partner ecosystem and our ability to adapt locally.

Q: What do you think makes a good partner manager at Nasuni?

Interestingly, you don’t need a traditional partner background to succeed here. I’m proof of that! I was a seller and account manager in a different life and initially joined Nasuni to drive our cloud practices. One of my team members started as an SDR, moved into account management, and then joined the partner team because of the strong relationships he built.

Growth at Nasuni isn’t always linear. There’s flexibility to explore different career paths within the same ecosystem, since so many roles are interconnected. The seller works directly with the end user, the partner sales manager (PSM) builds the network around the account, and leadership supports at the executive level.

The most essential qualities are curiosity, adaptability, and a willingness to learn — especially as our partner program evolves. Nasuni recently enhanced its partner program with a tiered structure and expanded enablement tools, making it easier for partners to build recurring revenue and deliver greater value to customers.

Q: What’s your experience of working cross-functionally at Nasuni?

Partner sales simply wouldn’t be possible without cross-functional collaboration.

In EMEA, we have territory-based selling cohorts known as “pods” — for the UK and Ireland, France, Benelux and Nordics (BAN), and DACH (Switzerland, Austria, and Germany). Each pod includes all the roles needed to go to market: sellers, account managers, technical pre-sales, PSMs, and SDRs.

The idea is to create self-sustaining knowledge hubs. Each pod lives and breathes the accounts in its territory, driving focused collaboration and faster learning. This structure also allows for knowledge transfer between pods, helping us continuously improve and share best practices across the region.

Q: What excites you most about the future at Nasuni?

This is a pivotal year for Nasuni as AI transforms the IT landscape. Every company is launching new AI initiatives, but to succeed, their data must be clean, secure, and accessible. Businesses are realising that an AI strategy starts with a solid data strategy.

Storage is no longer seen as just infrastructure; it’s now fundamental to unlocking AI’s potential. Nasuni fits perfectly into that story, powering data accessibility, governance, and resilience.

Organizations don’t just call Nasuni to consolidate storage; they call us to enable business-wide innovation. With our integrations — from CrowdStrike for data protection to our new File IQ and Edge for Amazon S3 — we’re helping customers prepare their data layer for the AI era.

Of course, each region presents its own challenges — from varying cloud maturity to differing data regulations — but that’s what makes our work dynamic. It’s about understanding those nuances and equipping partners to lead with confidence.

Q: To help people get to know you better, what do you enjoy doing outside of work?

I’m a sun follower, so if I’m not in the office, you’ll usually find me in a sunny destination absorbing as much Vitamin D as I can! I used to live in Lisbon so that city will always have a special place in my heart. I particularly enjoy visiting places that are undiscovered and off the beaten track, rather than the picture-postcard places you see in every book and movie. Gouna beach in Egypt is one of the most beautiful places I’ve ever been. Zanzibar is next on my list.

If you’re interested in joining Nasuni’s thriving international team, take a look at our recent career opportunities here.