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About the Role
Serve as the commercial architect and quarterback for NetApp’s most complex Enterprise Agreement (EA) opportunities. Partner closely with account teams to shape, structure, and execute high-impact, enterprise-scale deals, guiding them from early strategy through close. Elevate seller effectiveness in value-based positioning, ROI articulation, executive engagement, and negotiation strategy. Lead deal execution by aligning cross-functional teams around a clear strategy and path to closure, while removing friction and maintaining deal momentum. Identify trends across deals to improve EA program strategy, pricing, packaging, and go-to-market effectiveness.
Responsibilities
- Shape, structure, and execute high-impact, enterprise-scale deals.
- Guide opportunities from early strategy through close.
- Ensure deals are competitively positioned, financially sound, and aligned to customer outcomes.
- Elevate seller effectiveness in value-based positioning, ROI articulation, executive engagement, and negotiation strategy.
- Translate customer and business objectives into scalable deal structures.
- Advise on the optimal EA construct based on customer needs.
- Lead deal execution by aligning Sales, Finance, Legal, and Operations around a clear strategy and path to close.
- Remove friction and maintain deal momentum.
- Support complex negotiations by advising on trade-offs, concessions, and risk mitigation.
- Identify trends across deals and contribute to improving EA program strategy, pricing, packaging, and go-to-market effectiveness.
- Evolve playbooks and drive consistency across the business.
Requirements
- Experience in enterprise sales, strategic deal advisory, commercial structuring, or complex deal execution.
- Proven ability to shape and influence large, multi-year, multi-stakeholder agreements.
- Strong business and financial acumen, including pricing, discounting, and commercial trade-offs.
- Ability to develop and guide deal strategy from early stage through closure.
- Experience aligning cross-functional teams (Sales, Finance, Legal, Operations) in complex deal environments.
- Strong negotiation support skills, including concession planning and risk mitigation.
- Executive presence with the ability to influence senior internal and customer stakeholders.
- Demonstrated success working on high-value, enterprise-level opportunities.
- Ability to balance strategic thinking with hands-on execution.
- Strong communication, coaching, and stakeholder management skills.
- Experience identifying patterns and driving continuous improvement in deal processes and frameworks.
Skills
- Value-based positioning
- ROI articulation
- Executive engagement
- Negotiation strategy
- Commercial structuring
- Deal execution
- Financial acumen
- Pricing
- Discounting
- Commercial trade-offs
- Risk mitigation
- Communication
- Coaching
- Stakeholder management
Experience Level
- Minimum of 12 years of related experience (IC)
- Minimum of 8 years of related experience (Mgr & Exec)
About the Company
- NetApp's most complex Enterprise Agreement (EA) opportunities (Full Portfolio, Express, Flex).