Strategic Deals Lead, Enterprise Agreements

NetApp, Inc.•New York, NY

3d•$180,000 - $220,000•Remote

About The Position

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. 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.

Requirements

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

Responsibilities

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
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
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.
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