Strategic Deals Lead, Enterprise Agreements
Job Location:
Los Angeles, CA - USA
Monthly Salary:
Posted:
Application Deadline:
Vacancies:
Job Summary
We are seeking a Strategic Deal Lead to serve as the commercial architect and quarterback for NetApps 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 NetApps 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
What Youll 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
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 $180000-$235000. The salary offered will be determined by the candidates 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 (RSUs). 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.
About Company
At NetApp, our top priority is the health and safety of our event attendees and employees, including every community around the world being impacted by COVID-19. As a result, we have decided to reimagine our annual NetApp INSIGHT Paris and Berlin events to be fully digital. We’re als ... View more
