Strategic Deals Lead, Enterprise Agreements

We are seeking a Strategic Deal Lead to serve as the commercial architect and quarterback for Net App’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.

We are seeking a Strategic Deal Lead to serve as the commercial architect and quarterback for Net App’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.

You will operate at the center of Net App’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.

• 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

• 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

• 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

• 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.

• 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,…