{"id":1291917,"url":"https://alion.io/job/netapp-principal-gtm-lead","title":"Principal GTM Lead","company":{"id":58700,"name":"NetApp","domain":"netapp.com","url":"https://alion.io/company/netapp","size_band":"1001-5000","is_staffing_agency":false,"employer_type":"direct","is_intermediary":false,"listed_via":null,"ats_vendor":"Eightfold","truth_index":{"grade":"A","score":93,"open_postings":24,"ghost_share":0,"stale_share":0.292,"repost_share":0,"time_to_fill_p50_days":57,"computed_at":"2026-10-22T06:10:10Z"}},"role":"Sales","role_family":"Sales","seniority":"lead","employment_type":null,"work_mode":"on_site","remote_scope":null,"remote_scope_basis":null,"remote_working_hours":null,"hiring_geo_confidence":"structured","locations":["Boulder, United States","New York, United States","San Jose, United States","Seattle, United States"],"countries":["US"],"hiring_countries":[],"hiring_countries_total":0,"salary":{"min":227800,"max":338800,"currency":"USD","period":"year","gross":null,"usd_annual":338800},"salary_estimate":null,"experience_years_min":15,"visa_sponsorship":false,"relocation_package":false,"has_equity":true,"technologies":[],"status":"live","first_seen_at":"2026-09-09T18:55:08Z","employer_posted_date":"2026-09-18","last_verified_at":"2026-10-22T18:57:06Z","board_verified":true,"closed_at":null,"days_open":43,"trust":{"level":"ok","repost_count":null,"flags":[],"days_open":43},"description":"Job Summary\nThe Principal GTM Lead, Portfolio Strategy is a high-impact, senior individual contributor role bridging Business Unit (BU) Product Management, Product Marketing, Competitive Intelligence, our global technical field organization (Sales Engineers, Principal GTM Architects, and Partner Technical Leaders), and Client Executive Sales organization.\nServing as the \"Chief Field Advocate and GTM Strategist\" within the Portfolio Strategy team, you ensure every product launch, NDA roadmap disclosure, and solution narrative is technically sound, field-ready, aggressively differentiated, and directly actionable for sellers. Leveraging deep architectural mastery of enterprise storage markets and field sales dynamics, you translate raw technical capabilities into targeted \"How-to-Sell\" plays-tailoring the message to expand our installed base, win net-new customer logos, and establish dominance in emerging workloads and markets.\nCapabilities\nField Credibility: Established reputation and gravitas within senior technical sales and architect communities.\nStrategic \"Street Smarts\": Ability to balance high-level strategic portfolio vision with the tactical realities of competitive field sales cycles.\nCollaborative Review Style: High emotional intelligence, constructive review approach, and dedication to mentoring and elevating team output.\nResponsibilities\n\"How-to-Sell\" Strategy & Targeted Sales Plays\nInstalled-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).\nNet-New Customer Acquisition: Craft targeted displacement plays and friction-free land strategies to unseat incumbents in competitive accounts.\nNew Workloads & Market Expansion: Prescribe positioning for emerging domains, including Enterprise GenAI pipelines, modern virtualization, cyber vaulting, and hybrid multicloud data management.\nSales Motion Alignment: Establish qualification criteria, discovery questions, objection handling, and architectural sizing guidance to accelerate deal velocity.\nCompetitive Differentiation & Market Positioning\nEmbed Competitive Edge: Systematically integrate \"Why We Win\" differentiation and counter-positioning into launches, roadmaps, technical FAQs, and solution decks.\nCompetitor Acumen: Maintain architectural expertise across primary, secondary/backup, file/object, and cloud storage rivals (e.g., Pure Storage, Dell, HPE, VAST Data, hyperscalers).\nDeconstruct Rival Claims: Partner with Competitive Intelligence to expose competitor vulnerabilities and arm technical teams with credible counter-arguments.\nWin/Loss Integration: Synthesize competitive trends to refine sales plays and feed feature gap analysis back to product teams.\nNDA Roadmap Strategy & Global Technical Training\nLead 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.\nDesign Presentation Frameworks: Build standardized, high-impact roadmap templates and visual narratives for executive customer briefings and semi-annual release cycles.\nBridge Inbound & Outbound Roadmaps: Act as the technical and editorial sanity check to ensure roadmap commitments solve field friction and capitalize on market opportunities.\nTechnical Launch Review & Quality Assurance\nCommercial & Technical Tollgate: Rigorously review launch assets (whitepapers, battlecards, decks) to ensure deep technical accuracy, relevance, and role alignment.\nPeer Review & Mentorship: Provide technical critique, competitive polish, and structural feedback across Portfolio Strategy deliverables prior to distribution.\nWorkload-to-Outcome Translation: Convert complex block, file, object, cyber resilience, and hybrid cloud architectures into clear business outcomes.\nCross-Functional Influence & Field Advocacy\nStakeholder Bridge: Build trusted alignment across BU General Managers, Product Management, PMM, and Regional SE Leadership (Americas, EMEA, APAC).\nInfluence Product Evolution: Channel field and customer feedback into BU development gates, RFE prioritization, and long-term portfolio direction.\nSupport Strategic GTM: Drive execution across key portfolio pillars: Cloud, Keystone (STaaS), Enterprise AI, Virtualization Optimization, and Sustainability.\nRequirements & Education\nTypically 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.\nProven \"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.\n 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. Deep familiarity with the NetApp portfolio (ONTAP, Cloud, ASA/AFF/FAS, StorageGRID, Keystone, NetApp Console) is strongly preferred.\n Proven Competitive Acumen: Demonstrated mastery of the enterprise data storage competitive landscape (both traditional on-premises and hyperscaler cloud storage offerings), with a proven track record of creating battle-tested competitive collateral and sales enablement.\n 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.\nPresentation & Template Craftsmanship: Outstanding skill in building executive-ready, visually compelling presentations and architectural frameworks.\n Cross-Functional Influence: Demonstrated ability to influence senior cross-functional leaders (VPs, GMs, Directors) without direct authority.\nThe target salary range for this position is 227,800 - 338,800 USD. The salary offered will be determined by the candidate's location, qualifications, experience, and education and may be outside of this range. 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 (PTO), various Leave options, Performance-Based Incentives, employee stock purchase plan, and/or restricted stocks (RSU’s), with all offerings subject to regional variations and governed by local laws, regulations, and company policies. Benefits may vary by country and region, and further details will be provided as part of the recruitment process.","description_format":"text","description_chars":6880,"description_truncated":false,"requirements":{"experience_years_min":15,"management_years_min":null,"team_size_min":null,"manages_managers":false,"education":null,"security_clearance":false,"languages":[]},"benefits":["Health insurance","Life insurance","Retirement plans"],"hiring_locations":[],"hiring_excludes":[],"relocation_offered":false,"industries":["Cybersecurity","Natural Resources","Cloud Platforms (IaaS & PaaS)","Digital Storage"],"lifecycle":[{"event":"open","at":"2026-09-26T07:57:33Z"}],"visa":[{"country":"US","licensed_sponsor":true,"evidence":"H-1B filings in 12 months: 164 · green card filings: 52","filings_12m":164,"filings_prev_12m":207,"green_card_filings_12m":52,"median_offered_wage_usd":157315,"route":null,"cap_exempt":false,"checked_at":"2026-10-15T11:24:14+00:00","sources":["US Department of Labor: LCA disclosure data (H-1B, H-1B1, E-3)","US Department of Labor: PERM disclosure data (green cards)"],"filings_for_role_12m":0}],"liveness":{"score":51,"band":"ok","label":"Likely open","p_open":1,"p_active":0.846,"p_room":0.6,"age_days":42,"expected_fill_days":57,"reasons":["conf:2","velocity","win:late","crowd:brand"],"computed_at":"2026-10-22T06:10:10Z"},"pay":{"stated_usd_annual":338800,"is_top_pay":true},"html_url":"https://alion.io/job/netapp-principal-gtm-lead","json_url":"https://alion.io/job/netapp-principal-gtm-lead.json","meta":{"generated_at":"2026-10-22T20:51:43Z","cache_seconds":300,"methodology":"https://alion.io/methodology","terms":"https://alion.io/terms","contact":"https://alion.io/contact","api":"https://alion.io/developers","about":"Alion is a live layer of people, companies and AI agents: who they are, whether they are real and active right now, what they do and how to work with them, readable by people and by agents and paid per call.","catalog":"https://alion.io/catalog.json","usage":{"tier":"crawler_verified","counted_by":"address","units_charged":1,"used_today":5086,"day_limit":null,"remaining_today":null,"minute_limit":300,"resets_at":"2026-10-23T00:00:00Z"}},"offers":[{"id":"company.slices","title":"One company in depth, by slice","status":"live","price":{"credits":0.02,"usd":0.002,"plus_per_slice":{"credits":0.05,"usd":0.005}},"unit":"per company, plus each slice with data","note":"the employer in depth","call":{"mcp_tool":"get_company","arguments":{"id":58700},"rest":"https://alion.io/mcp/rest/get_company?id=58700"},"human":"https://alion.io/catalog?offer=company.slices&for=job%2Fnetapp-principal-gtm-lead"},{"id":"market.stats","title":"A market slice: pay, demand and time to fill","status":"live","price":{"credits":1,"usd":0.1},"unit":"per slice","note":"pay, demand and time to fill for this role and place","call":{"mcp_tool":"market_stats"},"human":"https://alion.io/catalog?offer=market.stats&for=job%2Fnetapp-principal-gtm-lead"},{"id":"job.search","title":"Open jobs by role, technology, place, pay and visa","status":"live","price":{"credits":0.02,"usd":0.002},"unit":"per posting in a list","note":"similar open postings","call":{"mcp_tool":"search_jobs"},"human":"https://alion.io/catalog?offer=job.search&for=job%2Fnetapp-principal-gtm-lead"},{"id":"company.verify","title":"Is this company real and active right now","status":"pilot","price":null,"unit":"per company","request":{"url":"https://alion.io/catalog/request","method":"POST","body":"{\"offer\": \"company.verify\", \"for\": \"job/netapp-principal-gtm-lead\", \"note\": \"what you need it for\"}"},"human":"https://alion.io/catalog?offer=company.verify&for=job%2Fnetapp-principal-gtm-lead"}]}