Title: Strategic Deals Lead, Enterprise Agreements

Location:

San Jose, CA, US, 95128 US US Los Angeles, CA, US, 90001 San Diego, US, 92121

Requisition ID: 135511

Job Summary

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

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

Education

What You Bring:

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.