Principal Win-Loss Program Leader

Own Every Moment at Net App

At Net App, 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, Net App is where your journey begins.

We are seeking a highly strategic and data-driven leader to own and scale Net App’s global Win‑Loss Program within Revenue Operations. This role will operate as a business-critical function to deliver actionable insights that directly influence GTM strategy, competitive positioning, and revenue outcomes.

As the program owner, you will act as a cross-functional orchestrator and challenger, driving rigorous analysis, establishing enterprise-wide processes, and translating insights into measurable business impact.

Why This Role Matters

This role directly enables Net App to compete more effectively, improve execution, and increase win rates by embedding a data-driven understanding of customer decisions and competitive dynamics into every layer of the GTM engine.

• Design, implement, and institutionalize a standardized, global Win‑Loss framework across all GTM functions (Sales, Marketing, Product, Partners, Finance)
• Establish governance, taxonomy, and definitions for win/loss classification (competitive, non-competitive, customer-driven drivers, etc.)
• Partner with field and central teams to ensure consistent data capture and process adherence across regions and segments
• Serve as the central point of accountability for end-to-end program execution and continuous improvement.

• Develop and operationalize a regular cadence of executive-level insights on:
  • Why we win
  • Why we lose
  • Trends by segment, geography, deal size, selling stage, and route-to-market
  • Identify compelling actions and events in the selling method that correlate to stage progression or deal closure
• Deeply analyze performance against top competitors, identifying patterns in pricing, product gaps, positioning, and execution
• Translate insights into clear recommendations and actions for GTM leadership, influencing pricing strategy, sales plays, and product priorities
• Partner with Finance and Analytics teams to connect Win/Loss insights to pipeline health, forecast accuracy, and revenue outcomes

• Lead the rollout and adoption of enhanced tools and processes to capture quantitative and qualitative win/loss data at the opportunity level
• Improve data completeness, accuracy, and timeliness through clear standards, enforcement mechanisms, and field enablement
• Partner with Rev Ops, Sales Enablement, and IT to embed Win‑Loss workflows into CRM and seller processes
• Monitor and report on adoption and data quality metrics; drive accountability with field leadership

• Operate as a trusted advisor to GTM leadership, bringing forward insights that challenge assumptions and drive better decision-making
• Influence cross-functional stakeholders without direct authority, ensuring alignment and execution
• Support executive forums (MBRs, QBRs, Board reviews) with clear, concise, and actionable Win‑Loss narratives

• Enterprise-wide adoption of a standardized Win‑Loss process
• Clear governance, taxonomy, and reporting framework implemented globally

• Regular (monthly/quarterly) executive readouts on:
  • Top drivers of wins and losses
  • Competitive positioning vs. top competitors
• Demonstrated impact on GTM strategies (pricing, plays, prioritization)

• Significant improvement in:
  • Win/Loss data capture rates
  • Quality and completeness of qualitative insights
• Embedded workflows adopted consistently across regions

• Improved win rates in key…