Strategic Deals Lead, Enterprise Agreements

Overview

At NetApp, we have a history of helping customers turn challenges into business opportunities. As part of our sales organization, your role will require a strategic blend of technical acumen and charismatic client engagement, ensuring that every partnership is nurtured towards it maximum potential. As a pivotal link between NetApp and our clients, your contributions will directly influence the growth and direction of our department, making a lasting impact on the organization's success. This is more than a job - it's a chance to be part of a team that values innovation, supports professional growth, and celebrates shared victories.

Own Every Moment at NetApp

At NetApp, your ideas power innovation. We lead in intelligent data infrastructure - delivering unified storage, integrated data services, and solutions that help organizations unlock the full potential of their data, from AI to multicloud.

Ready to innovate and contribute to our path to $10B? Here, you'll collaborate with passionate teams, tackle real-world challenges, and see your impact in how customers transform and grow. If you're ready to bring curiosity, creativity, and drive to every moment, NetApp is where your journey begins.

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.

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.

Education

IC - Typically requires a minimum of 12 years of related experience.Mgr & Exec - Typically requires a minimum of 8 years of related experience.

At NetApp, we embrace a hybrid working environment designed to strengthen connection, collaboration, and culture for all employees. This means that most roles will have some level of in-office and/or in-person expectations, which will be shared during the recruitment process.

Why You'll Thrive at NetApp

At NetApp, you won't wait for the perfect moment - you'll make it. The early planning, the extra thought, the bold idea that turns good into great: That's how our people operate and how we continue to push the boundaries of data infrastructure.

NetApp is the trusted partner for organizations transforming data into opportunity. As the only enterprise-grade storage service natively embedded in Google Cloud, AWS, and Microsoft Azure, we empower customers to run everything from traditional workloads to enterprise AI with unmatched performance, resilience, and security.

Our culture

We celebrate mold breakers, bold thinkers, and problem solvers. We reward initiative, impact, and ownership. We provide flexibility so you can balance professional ambition with your personal life. Here, differences are not just welcomed - they drive everything we do.

If you're ready to innovate, rise to the challenge, and own every moment - make your next move your best one. now.

Submitting an application

To ensure a streamlined and fair hiring process for all candidates, our team only reviews applications submitted through our company website. This practice allows us to track, assess, and respond to applicants efficiently. Emailing our employees, recruiters, or Human Resources personnel directly will not influence your application.

Our values

Put the customer at the center. Care for each other and our communities. Think and act like owners. Build belonging every day. Embrace a growth mindset.

Benefits

Volunteer time off

40 hours of paid volunteer time each year.

Well-being

Employee Assistance Program, fitness, and mental health resources to help employees be their best.

Time away

Paid time off for vacation and to recharge.