Senior GTM Architect & Field Strategy Leader

Jobtome; Bergenfield (NJ); Hybrid; USD 228,000 - 339,000; Full time

Benefits offered by this job

Health Insurance

Life Insurance

Retirement/Pension

Paid Time Off

Job summary

NetApp is seeking a Principal GTM Lead, Portfolio Strategy, a high-impact senior individual contributor who bridges BU Product Management, Product Marketing, Competitive Intelligence, global field org, and Client Executive Sales. You will ensure launches, NDA roadmaps, and solution narratives are technically sound, field-ready, and differentiated for sellers.

You will translate complex storage architectures into targeted plays, expand installed bases, win new logos, and drive market leadership

Qualifications

• Proven 'How-to-Sell' Playbook Development: Demonstrated track record of creating field-adopted sales plays, customer journey maps, and technical messaging for both installed-base expansion and net-new customer acquisition.
• Deep Storage & Infrastructure Mastery: Hands-on architectural knowledge of enterprise storage architectures (unified file, block, object), flash storage economics, cyber-vaulting/ransomware recovery, and hybrid cloud integration.
• Proven Competitive Acumen: Demonstrated mastery of the enterprise data storage competitive landscape, with a proven track record of creating battle-tested competitive collateral and sales enablement.
• Audience Resonance & Storytelling: Proven ability to command the room with senior technical leaders (CTOs, Enterprise Architects) and distill complex engineering concepts into crisp, differentiated value propositions.
• Presentation & Template Craftsmanship: Outstanding skill in building executive-ready, visually compelling presentations and architectural frameworks.
• Cross-Functional Influence: Demonstrated ability to influence senior cross-functional leaders (VPs, GMs, Directors) without direct authority.
• Typically requires a minimum of 15+ years of progressive experience in senior technical go-to-market roles, such as Senior/Principal Sales Engineer, Field CTO / Principal GTM Architect, Technical Marketing Engineer (TME), or Technical Product Manager.

Responsibilities

• Installed-Base Modernization: Author sales plays and technical talk tracks for existing accounts. Highlight refresh justifications, next-gen upgrades, protocol expansion (block/object/unified), and consumption models (Cloud, Keystone).
• Net-New Customer Acquisition: Craft targeted displacement plays and friction-free land strategies to unseat incumbents in competitive accounts.
• New Workloads & Market Expansion: Prescribe positioning for emerging domains, including Enterprise GenAI pipelines, modern virtualization, cyber vaulting, and hybrid multicloud data management.
• Sales Motion Alignment: Establish qualification criteria, discovery questions, objection handling, and architectural sizing guidance to accelerate deal velocity.
• Embed Competitive Edge: Systematically integrate 'Why We Win' differentiation and counter-positioning into launches, roadmaps, technical FAQs, and solution decks.
• Competitor Acumen: Maintain architectural expertise across primary, secondary/backup, file/object, and cloud storage rivals (unstructured list in text).
• Deconstruct Rival Claims: Partner with Competitive Intelligence to expose competitor vulnerabilities and arm technical teams with credible counter-arguments.
• Win/Loss Integration: Synthesize competitive trends to refine sales plays and feed feature gap analysis back to product teams.
• Lead Enablement Sessions: Partner with BU Product Managers to curate and deliver monthly NDA roadmap enablement for global SEs, GTM Architects, and key partner technical leaders.
• Design Presentation Frameworks: Build standardized, high-impact roadmap templates and visual narratives for executive customer briefings and semi-annual release cycles.
• Bridge Inbound & Outbound Roadmaps: Act as the technical and editorial sanity check to ensure roadmap commitments solve field friction and capitalize on market opportunities.
• Technical Launch Review & Quality Assurance: Commercial & Technical Tollgate: Rigorously review launch assets (whitepapers, battlecards, decks) to ensure deep technical accuracy, relevance, and role alignment.
• Peer Review & Mentorship: Provide technical critique, competitive polish, and structural feedback across Portfolio Strategy deliverables prior to distribution.
• Workload-to-Outcome Translation: Convert complex block, file, object, cyber resilience, and hybrid cloud architectures into clear business outcomes.
• Cross-Functional Influence & Field Advocacy: Stakeholder Bridge across BU General Managers, Product Management, PMM, and Regional SE Leadership.

Skills

Field credibility

Strategic street smarts

Collaborative review

Audience resonance & storytelling

Presentation & template craftsmanship

Cross-functional influence

Job description

NetApp is seeking a Principal GTM Lead, Portfolio Strategy, a high-impact senior individual contributor who bridges BU Product Management, Product Marketing, Competitive Intelligence, global field org, and Client Executive Sales. You will ensure launches, NDA roadmaps, and solution narratives are technically sound, field-ready, and differentiated for sellers.

You will translate complex storage architectures into targeted plays, expand installed bases, win new logos, and drive market leadership