NetApp, Inc.
Strategic Deals Lead, Enterprise Agreements
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Job Summary
We are seeking a Strategic Deal Lead to serve as the commercial architect and quarterback for NetApp’s most complex Enterprise Agreement (EA) opportunities (Full Portfolio, Express, Flex).
In this non-quota role, you will partner closely with account teams to shape, structure, and execute high-impact, enterprise-scale deals. You will guide opportunities from early strategy through close, ensuring they are competitively positioned, financially sound, and aligned to customer outcomes.
Acting as a coach and strategist, you will elevate seller effectiveness in areas such as value-based positioning, ROI articulation, executive engagement, and negotiation strategy. You will translate customer and business objectives into scalable deal structures and advise on the optimal EA construct based on customer needs.
You will lead deal execution by aligning Sales, Finance, Legal, and Operations around a clear strategy and path to close, while removing friction and maintaining deal momentum. You will also support complex negotiations by advising on trade-offs, concessions, and risk mitigation.
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Additionally, you will identify trends across deals and contribute to improving EA program strategy, pricing, packaging, and go-to-market effectiveness. Your insights will help evolve playbooks and drive consistency across the business.
This role is critical to improving deal quality, accelerating transaction velocity, and ensuring strong, repeatable commercial outcomes across NetApp’s EA portfolio.
Job Requirements
- Experience in enterprise sales, strategic deal advisory, commercial structuring, or complex deal execution
- Proven ability to shape and influence large, multi-year, multi-stakeholder agreements
- Strong business and financial acumen, including pricing, discounting, and commercial trade-offs
- Ability to develop and guide deal strategy from early stage through closure
- Experience aligning cross-functional teams (Sales, Finance, Legal, Operations) in complex deal environments
- Strong negotiation support skills, including concession planning and risk mitigation
- Executive presence with the ability to influence senior internal and customer stakeholders
- Demonstrated success working on high-value, enterprise-level opportunities
- Ability to balance strategic thinking with hands-on execution. Strong communication, coaching, and stakeholder management skills
- Experience identifying patterns and driving continuous improvement in deal processes and frameworks.
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- IC - Typically requires a minimum of 12 years of related experience.
- Mgr & Exec - Typically requires a minimum of 8 years of related experience.
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