Title:  Sr. Director, NA GTM Architects

Job Summary

We are seeking a dynamic and strategic leader to head our North America Principal GTM Architects team. This individual will be instrumental in evolving our NA-based technical principal architects into influential thought leaders and trusted advisors—both within NetApp and across our partner and customer ecosystems.

The Sr. Director, North America Principal GTM Architects is an executive technical sales leader responsible for driving NetApp’s solutions-led go-to-market (GTM) strategy across North America. Leading a high-caliber team of Principal GTM Architects, this role serves as the critical bridge connecting NetApp’s product and solution innovation directly with North America field execution, key customers, and strategic partners.  

Reporting directly to the Sr. Director of Global Solutions & Field Activation, this leader will lead "tip of the spear" field engagements to open net-new logos, expand technical footprint in strategic accounts, and establish NetApp’s relevance with C-suite and Line-of-Business (LOB) decision-makers. Additionally, this position leads North American participation in Business Solution Area (BSA) working groups, oversees regional Request for Enhancement (RFE) stewardship, and drives continuous field-to-product feedback loops to accelerate revenue growth.

Business Objectives and Success Metrics

• Revenue Acceleration: Drive measurable growth in solution-led bookings and expansion of target customer areas (AI, Enterprise Apps, Cyber Resilience, Data Protection, Virtualization, IT Ops & Automation, and Power Reduction & Sustainability).
• Sales Velocity: Reduce deal cycles by equipping field teams with validated Solution Blueprints and reference architectures from day one of product/solution launches.
• Strategic Account Acquisition: Increase net-new logo acquisition and penetration into new buying centers across North America Strategics, Enterprise, and Public Sector accounts.
• Product-Market Fit: Champion prioritized, high-impact RFEs thru the appropriate processes to Product BUs that directly address customer unmet needs and unlock blocked pipeline.

Job Responsibilities

Leadership & Field Strategy Alignment

• Team Leadership & Development: Hire, coach, and direct a diverse team of senior Principal GTM Architects across North America, fostering technical credibility, business acumen, and a solution-first selling culture, while promoting collaboration, and continuous learning.
• Sales Leadership Interlock: Partner closely with North America Area Vice Presidents (AVPs), Regional Directors (RDs), District Managers (DMs), and Sales Engineering Directors (SEDs) to align PGA resources against high-value growth targets and territory priorities.
• Workload & Imperative Alignment: Champion NetApp’s core focus pillars across NA, aligned closely with the identified Business Solution Areas.

"Tip of the Spear" GTM & Executive Engagement

• C-Suite & Buyer Relationship Building: Collaborate with account and regional sales leadership to direct and lead executive-level customer engagements (through EBCs, QBRs, and strategic deal reviews) with CIOs, IT VPs, Chief Architects, and LOB Executives to establish NetApp’s Intelligent Data Infrastructure (IDI) vision.
• Land & Expand Execution: Spearhead technical engagement on strategic target accounts to secure new workload adoption, expand footprint, and establish NetApp’s right to a "seat at the table."
• Solution Envisioning & Reference Architectures: Guide the team in architecting whole-portfolio solutions, combining NetApp platform technology, cloud services, service offerings, and 3rd-party partner integrations to address complex customer requirements.

Business Solution Area (BSA) & Blueprint Driving

• BSA Working Group Leadership: Lead NA PGA participation in global BSA Working Groups, ensuring regional priorities are represented across key solutions areas (AI, Enterprise Apps, Cyber Resilience, Data Protection, Virtualization, IT Ops & Automation, and Power Reduction & Sustainability).
• Solution Blueprint Adoption: Operationalize the adoption of standardized Solution Blueprints within NA sales cycles to simplify selling, improve quoting workflows, and accelerate time-to-revenue.

RFE Stewardship & Product Feedback Loops

• Field Requirement Qualification: Support the end-to-end RFE intake, validation, consolidation, and prioritization process for North America, serving as the voice of the field to Product Management and the GTM Portfolio Field Strategists.

Qualifications & Education

• Bachelor’s degree in Engineering or a related field; Master’s/MBA degree preferred.
• 12+ years of progressive leadership experience in technical sales, solution architecture, field CTO, or GTM strategy functions within enterprise storage, cloud, or data infrastructure industries.  Additionally, experience in Product Management, with Solutions knowledge a significant advantage.
• Proven track record of building relationships and delivering strategic technology vision to C-level customer executives (CIO, CTO, VP of Infrastructure/Data).
• Deep technical breadth across hybrid multicloud architectures, AI enterprise data pipelines, cyber resilience/data protection frameworks, and virtualized/containerized environments.
• Strong ability to bridge high-level corporate strategy with front-line tactical sales execution.
• Collaborative, matrix-influencer capable of driving cross-functional alignment across Sales, Product Management, Marketing, and Engineering.
• Exceptional communication, negotiation, and interpersonal skills, and an expert presenter to large audiences, in both technical and business settings.
• Strong analytical and strategic thinking abilities, with a focus on data-driven decision-making.
• Ability to thrive in a fast-paced, global environment, navigating diverse cultures and markets.