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Act as the commercial architect and quarterback for complex Enterprise Agreement opportunities, guiding account teams from discovery to close. You will shape deal structures, lead negotiations, and align cross-functional teams to ensure competitive and financially sound outcomes.
Requires extensive experience in enterprise sales, deal strategy, and commercial structuring for high-value, multi-year agreements. Candidates must possess strong financial acumen and the ability to influence senior stakeholders.
We are seeking a Strategic Deal Lead to serve as the commercial architect and quarterback for NetApp’s most complex and high-impact Enterprise Agreement (EA) opportunities (Full Portfolio, Express, Flex). In this role, you will partner deeply with account teams to shape, structure, and guide enterprise-scale deals, ensuring they are competitively positioned, financially sound, and aligned to customer outcomes. You will operate as a coach, strategist, and deal quarterback, influencing strategy and negotiations while elevating the effectiveness of sales teams in high-stakes opportunities. This is a non-quota carrying role, focused on improving deal quality, accelerating complex transactions, and scaling best practices across the EA business.
Why This Role Matters:
You will operate at the center of NetApp’s most strategic opportunities, ensuring that complex deals are well-structured, competitive, and aligned to long-term customer value.
Your impact will directly drive higher quality deals, faster deal velocity, and stronger, more consistent commercial outcomes across the EA business.
Who Thrives Here:
What You’ll Do:
Strategic Deal Advisory & Coaching:
Partner with account teams early in the deal cycle to shape strategy, messaging, and commercial approach
Guide opportunities from initial discovery through close, ensuring clarity of structure and positioning
Coach sellers in areas such as value-based positioning and ROI articulation, executive engagement and positioning, negotiation strategies and trade-offs
Translate customer and business objectives into scalable, executable deal structures
Advise on positioning the right EA construct (Full Portfolio, Express, Flex) based on customer needs
Drive consistency, rigor, and best practices across complex deal motions
Selectively participate in executive-level customer engagements to support deal positioning and negotiations
Deal Execution Leadership:
Act as the deal quarterback, aligning Sales, Finance, Legal, and Operations around a cohesive strategy
Drive clarity on deal structure, stakeholder alignment, and path to close
Remove friction and ensure opportunities maintain momentum and execution discipline
Negotiation & Deal Orchestration:
Guide complex negotiations by anticipating competitive dynamics, commercial trade-offs, and contractual considerations
Advise on concession strategy and positioning
Identify and mitigate risks related to commercial structures, non-standard terms, contractual complexities, etc.
Business Insight & Continuous Improvement:
Identify trends across deals and provide feedback to improve the EA program structure, pricing and packaging strategies, and go-to-market effectiveness.
Contribute to evolving EA playbooks, frameworks, and best practices
What You Bring:
Compensation:
The target salary range for this position is $180,000-$235,000. The salary offered will be determined by the candidate's location, qualifications, experience, and education and may be outside of this range. The range is based on 'On Target Earnings’ (OTE) representing the total potential earnings, which is the sum of the base salary and potential commission earned when performance targets are achieved. Final compensation packages are competitive and in line with industry standards, reflecting a variety of factors, and include a comprehensive benefits package. This may cover Health Insurance, Life Insurance, Retirement or Pension Plans, Paid Time Off, various Leave options, employee stock purchase plan, and/or restricted stocks (RSU’s). These offerings are subject to regional variations and governed by local laws, regulations, and company policies. We will provide detailed information about the specific benefits for your region during the recruitment process.
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