Principal Win-Loss Program Leader

NetApp, Inc.•Waltham, MA

5d•$196,350 - $292,600

About The Position

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. 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.

Requirements

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
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
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

Responsibilities

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.
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
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
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