Principal Win-Loss Program Leader

Role Overview

We are seeking a highly strategic and data-driven leader to own and scale NetApp's global Win-Loss Program within Revenue Operations. This role will operate as a business-critical function to deliver actionable insights that directly influence GTM strategy, competitive positioning, and revenue outcomes.


As the program owner, you will act as a cross-functional orchestrator and challenger, driving rigorous analysis, establishing enterprise-wide processes, and translating insights into measurable business impact.


Why This Role Matters

This role directly enables NetApp to compete more effectively, improve execution, and increase win rates by embedding a data-driven understanding of customer decisions and competitive dynamics into every layer of the GTM engine.


Key Responsibilities

Build and Orchestrate the NetApp Win-Loss Program

• Design, implement, and institutionalize a standardized, global Win-Loss framework across all GTM functions (Sales, Marketing, Product, Partners, Finance)
• Establish governance, taxonomy, and definitions for win/loss classification (competitive, non-competitive, customer-driven drivers, etc.)
• Partner with field and central teams to ensure consistent data capture and process adherence across regions and segments
• Serve as the central point of accountability for end-to-end program execution and continuous improvement.

Deliver Actionable Competitive Insights

• Develop and operationalize a regular cadence of executive-level insights on:
  • Why we win
  • Why we lose
  • Trends by segment, geography, deal size, selling stage, and route-to-market
  • Identify compelling actions and events in the selling method that correlate to stage progression or deal closure
• Deeply analyze performance against top competitors, identifying patterns in pricing, product gaps, positioning, and execution
• Translate insights into clear recommendations and actions for GTM leadership, influencing pricing strategy, sales plays, and product priorities
• Partner with Finance and Analytics teams to connect Win/Loss insights to pipeline health, forecast accuracy, and revenue outcomes

Drive Adoption and Data Quality at Scale

• Lead the rollout and adoption of enhanced tools and processes to capture quantitative and qualitative win/loss data at the opportunity level
• Improve data completeness, accuracy, and timeliness through clear standards, enforcement mechanisms, and field enablement
• Partner with RevOps, Sales Enablement, and IT to embed Win-Loss workflows into CRM and seller processes
• Monitor and report on adoption and data quality metrics; drive accountability with field leadership

Act as a Strategic Business Partner

• Operate as a trusted advisor to GTM leadership, bringing forward insights that challenge assumptions and drive better decision-making
• Influence cross-functional stakeholders without direct authority, ensuring alignment and execution
• Support executive forums (MBRs, QBRs, Board reviews) with clear, concise, and actionable Win-Loss narratives

Key Outcomes / Measures of Success

Program Build & Scale

• Enterprise-wide adoption of a standardized Win-Loss process
• Clear governance, taxonomy, and reporting framework implemented globally

Insights & Impact

• Regular (monthly/quarterly) executive readouts on:
  • Top drivers of wins and losses
  • Competitive positioning vs. top competitors
• Demonstrated impact on GTM strategies (pricing, plays, prioritization)

Adoption & Data Quality

• Significant improvement in:
  • Win/Loss data capture rates
  • Quality and completeness of qualitative insights
• Embedded workflows adopted consistently across regions

Business Outcomes

• Improved win rates in key segments/competitors (trend-based)
• Increased alignment between field execution and corporate strategy
• Stronger connection between pipeline insights and revenue predictability

Qualifications

Experience

• 15+ years of overall experience required with 10+ years in Revenue Operations, Sales Strategy, Analytics, or related field
• Proven experience driving cross-functional transformation programs in a global environment
• Strong background in data-driven insights, competitive analysis, and GTM strategy

Capabilities

• Strategic thinker with the ability to connect data to business outcomes
• Strong influencing skills across senior stakeholders without direct authority
• Ability to translate complex analysis into clear executive narratives
• Deep understanding of sales processes, pipeline management, and forecasting

Leadership Profile (IC6 Expectations)

• Acts as a challenger and truth-teller, grounding decisions in data and insights
• Drives accountability, process rigor, and measurable outcomes
• Operates at both strategic and operational levels, owning end-to-end impact

Compensation:
The target salary range for this position is 196,350 - 292,600 USD. The salary offered will be determined by the candidate's location, qualifications, experience, and education and may be outside of this range. 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, Performance-Based Incentives, employee stock purchase plan, and/or restricted stocks (RSU's), with all offerings subject to regional variations and governed by local laws, regulations, and company policies. Benefits may vary by country and region, and further details will be provided as part of the recruitment process.