Strategic Deals Lead, Enterprise Agreements

Strategic Deal Lead

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:

• Deal leaders who prefer shaping and guiding over direct selling
• Commercial strategists who enjoy solving complex business problems
• Coaches and advisors who elevate the performance of others
• Professionals who enjoy high-impact, high-complexity deal environments

Job Requirements:

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.

Education:

• Experience in enterprise sales, deal strategy, commercial structuring, or strategic deal execution
• Proven ability to shape and influence complex, multi-year agreements
• Strong business and financial acumen, including pricing and commercial trade-offs
• Executive presence with the ability to influence senior stakeholders
• Track record working on large, high-value, multi-stakeholder deals
• Ability to balance strategic thinking, practical execution, and stakeholder alignment

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.