Strategic Deals Lead, Enterprise Agreements (SAN JOSE)
Own Every Moment at NetApp At NetApp, your ideas power innovation. We lead in intelligent data infrastructure—delivering unified storage, integrated data services, and solutions that help organizations unlock the full potential of their data, from AI to multicloud. Ready to innovate and contribute to our path to $10B? Here, you'll collaborate with passionate teams, tackle real-world challenges, and see your impact in how customers transform and grow. If you're ready to bring curiosity, creativity, and drive to every moment, NetApp is where your journey begins. Join teams that innovate to elevate, drive results, and excel together across every function. 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. At NetApp, we embrace a hybrid working environment designed to strengthen connection, collaboration, and culture for all employees. This means that most roles will have some level of in-office and/or in-person expectations, which will be shared during the recruitment process. Equal Opportunity Employer: NetApp is firmly committed to Equal Employment Opportunity (EEO) and to compliance with all federal, state and local laws that prohibit employment discrimination based on age, race, color, gender, sexual orientation, gender identity, national origin, religion, disability or genetic information, pregnancy, protected veteran status, and any other protected classification. Why You'll Thrive at NetApp At NetApp, you won't wait for the perfect moment—you'll make it. The early planning, the extra thought, the bold idea that turns good into great: That's how our people operate and how we continue to push the boundaries of data infrastructure. NetApp is the trusted partner for organizations transforming data into opportunity. As the only enterprise-grade storage service natively embedded in Google Cloud, AWS, and Microsoft Azure, we empower customers to run everything from traditional workloads to enterprise AI with unmatched performance, resilience, and security. Our culture We celebrate mold breakers, bold thinkers, and problem solvers. We reward initiative, impact, and ownership. We provide flexibility so you can balance professional ambition with your personal life. Here, differences are not just welcomed—they drive everything we do. If you're ready to innovate, rise to the challenge, and own every moment - make your next move your best one. Apply now. Submitting an Application To ensure a streamlined and fair hiring process for all candidates, our team only reviews applications submitted through our company website. This practice allows us to track, assess, and respond to applicants efficiently. Emailing our employees, recruiters, or Human Resources personnel directly will not influence your application. AI Disclosure For select roles, some stages of our hiring process may use artificial intelligence tools to help evaluate applications and candidate selection. These tools support—rather than replace—human decision-making.
