高级GTM负责人（美国）
Principal GTM Lead (US)
职位概述
Portfolio Strategy 高级GTM负责人是一个高影响力、高级别个人贡献者角色，连接业务单元（BU）产品管理、产品营销、竞争情报、我们的全球技术现场组织（销售工程师、高级GTM架构师和合作伙伴技术领袖），以及客户执行销售团队。
作为组合策略团队中的“现场首席倡导者和GTM战略家”，你确保每一次产品发布、NDA路线图披露和解决方案叙述在技术上是可靠的，现场准备就绪，具有强烈的差异化优势，并且对销售人员有直接的可操作性。凭借对企业存储市场的深入架构理解和现场销售动态的掌握，你将原始的技术能力转化为有针对性的“如何销售”策略——根据目标市场扩展我们的现有客户基础，赢得新的客户品牌，并在新兴工作负载和市场中建立主导地位。
能力要求
- 现场可信度：在高级技术销售和架构社区中拥有良好的声誉和权威。
- 战略“街头智慧”：能够在高层次的战略组合愿景与竞争性现场销售周期的实际战术之间取得平衡。
- 协作评审风格：具备高度的情绪智力，建设性的评审方法，并致力于指导和提升团队产出。
职责
“如何销售”策略与针对性销售策略
- 现有客户现代化：为现有客户编写销售策略和技术讲解路线。突出更新理由、下一代升级、协议扩展（块/对象/统一）和消费模式（云、Keystone）。
- 新客户获取：制定针对性的替代策略和无摩擦的进入策略，以在竞争性客户中取代现有供应商。
- 新兴工作负载与市场扩展：为新兴领域提出定位策略，包括企业GenAI流程、现代虚拟化、网络安全 vaulting 和混合多云数据管理。
- 销售动作对齐：建立资格标准、发现问题、异议处理和架构规模指导，以加快交易速度。
竞争差异化与市场定位
- 嵌入竞争优势：系统地将“我们为何获胜”的差异化和反定位策略整合到发布内容、路线图、技术FAQ和解决方案演示中。
- 竞争对手洞察力：保持对主要、次要/备份、文件/对象和存储架构的专业知识。
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Job Summary
The 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.
Serving 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.
Capabilities
- Field Credibility: Established reputation and gravitas within senior technical sales and architect communities.
- Strategic "Street Smarts": Ability to balance high-level strategic portfolio vision with the tactical realities of competitive field sales cycles.
- Collaborative Review Style: High emotional intelligence, constructive review approach, and dedication to mentoring and elevating team output.
Responsibilities
"How-to-Sell" Strategy & Targeted Sales Plays
- 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.
Competitive Differentiation & Market Positioning
- 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 (e.g., Pure Storage, Dell, HPE, VAST Data, hyperscalers).
- 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.
NDA Roadmap Strategy & Global Technical Training
- 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: Build trusted alignment across BU General Managers, Product Management, PMM, and Regional SE Leadership (Americas, EMEA, APAC).
- Influence Product Evolution: Channel field and customer feedback into BU development gates, RFE prioritization, and long-term portfolio direction.
- Support Strategic GTM: Drive execution across key portfolio pillars: Cloud, Keystone (STaaS), Enterprise AI, Virtualization Optimization, and Sustainability.
Requirements & Education
- 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.
- 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. Deep familiarity with the NetApp portfolio (ONTAP, Cloud, ASA/AFF/FAS, StorageGRID, Keystone, NetApp Console) is strongly preferred.
- 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.
- 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.
The 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.
Originally posted on Himalayas