Strategic Deals Lead, Enterprise Agreements

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

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