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 Responsibilities

• 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

Job Requirements

• Extensive experience in enterprise sales, deal strategy, commercial structuring, or strategic deal execution across APAC
• 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