Principal GTM Lead

About the Position

At NetApp, our High Achievement Principles shape how we work: we innovate to elevate, drive results, and excel as a team. We have a history of helping customers turn challenges into business opportunities. As part of our sales organization, your role will require a strategic blend of technical acumen and charismatic client engagement, ensuring that every partnership is nurtured towards its maximum potential. As a pivotal link between NetApp and our clients, your contributions will directly influence the growth and direction of our department, making a lasting impact on the organization's success. This is more than a job-it's a chance to be part of a team that values innovation, supports professional growth, and celebrates shared victories.

Responsibilities

• "How-to-Sell" Strategy & Targeted Sales Plays

  • Installed-Base Modernization: Author sales plays and technical talk tracks for existing accounts.
  • Net-New Customer Acquisition: Craft targeted displacement plays and friction-free land strategies.
  • New Workloads & Market Expansion: Prescribe positioning for emerging domains.
  • Sales Motion Alignment: Establish qualification criteria, discovery questions, objection handling, and architectural sizing guidance.

• Competitive Differentiation & Market Positioning

  • Embed Competitive Edge: Integrate "Why We Win" differentiation into launches, roadmaps, technical FAQs, and solution decks.
  • Competitor Acumen: Maintain architectural expertise across primary, secondary/backup, file/object, and cloud storage rivals.
  • Deconstruct Rival Claims: Partner with Competitive Intelligence to expose competitor vulnerabilities.
  • Win/Loss Integration: Synthesize competitive trends to refine sales plays.

• NDA Roadmap Strategy & Global Technical Training

  • Lead Enablement Sessions: Partner with BU Product Managers to curate and deliver monthly NDA roadmap enablement.
  • Design Presentation Frameworks: Build standardized, high-impact roadmap templates and visual narratives.
  • Bridge Inbound & Outbound Roadmaps: Ensure roadmap commitments solve field friction and capitalize on market opportunities.

• Technical Launch Review & Quality Assurance

  • Commercial & Technical Tollgate: Review launch assets for technical accuracy and role alignment.
  • Peer Review & Mentorship: Provide technical critique and feedback across Portfolio Strategy deliverables.
  • Workload-to-Outcome Translation: Convert complex architectures into clear business outcomes.

• Cross-Functional Influence & Field Advocacy

  • Stakeholder Bridge: Build trusted alignment across BU General Managers, Product Management, PMM, and Regional SE Leadership.
  • Influence Product Evolution: Channel field and customer feedback into BU development gates and long-term portfolio direction.
  • Support Strategic GTM: Drive execution across key portfolio pillars.

Requirements

• Typically requires a minimum of 15+ years of progressive experience in senior technical go-to-market roles.
• Proven "How-to-Sell" Playbook Development.
• Deep Storage & Infrastructure Mastery.
• Proven Competitive Acumen.
• Audience Resonance & Storytelling.
• Presentation & Template Craftsmanship.
• Cross-Functional Influence.

We Offer

• Competitive salary range: $227,800 - $338,800 USD
• Comprehensive benefits package including Health Insurance, Life Insurance, Retirement Plans, Paid Time Off, Performance-Based Incentives, and more.
• Hybrid working environment designed to strengthen connection, collaboration, and culture.

About the Company

NetApp is the trusted partner for organizations transforming data into opportunity. As the only enterprise-grade storage service natively embedded in Google Cloud, AWS, and Microsoft Azure, we empower customers to run everything from traditional workloads to enterprise AI with unmatched performance, resilience, and security.

Equal Opportunity Employer

NetApp is firmly committed to Equal Employment Opportunity (EEO) and to compliance with all federal, state and local laws that prohibit employment discrimination based on age, race, color, gender, sexual orientation, gender identity, national origin, religion, disability or genetic information, pregnancy, protected veteran status, and any other protected classification.

Why You'll Thrive at NetApp

At NetApp, you won't wait for the perfect moment-you'll make it. The early planning, the extra thought, the bold idea that turns good into great: That's how our people operate and how we continue to push the boundaries of data infrastructure.

Our Culture

We celebrate mold breakers, bold thinkers, and problem solvers. We reward initiative, impact, and ownership. We provide flexibility so you can balance professional ambition with your personal life. Here, differences are not just welcomed-they drive everything we do.

If you're ready to innovate, rise to the challenge, and own every moment - make your next move your best one. Apply now.