Sales Ops Program Mgr 6
Role Overview
We are seeking a highly strategic and data-driven leader to own and scale NetApp’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 NetApp 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.
Key Responsibilities
Build and Orchestrate the NetApp Win-Loss Program
- 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.
Deliver Actionable Competitive Insights
- 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
Drive Adoption and Data Quality at Scale
- 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 RevOps, 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
Act as a Strategic Business Partner
- 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
Key Outcomes / Measures of Success
Program Build & Scale
- Enterprise-wide adoption of a standardized Win-Loss process
- Clear governance, taxonomy, and reporting framework implemented globally
Insights & Impact
- 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)
Adoption & Data Quality
- Significant improvement in:
- Win/Loss data capture rates
- Quality and completeness of qualitative insights
- Embedded workflows adopted consistently across regions
Business Outcomes
- Improved win rates in key segments/competitors (trend-based)
- Increased alignment between field execution and corporate strategy
- Stronger connection between pipeline insights and revenue predictability
Qualifications
Experience
- 15+ years of overall experience required with 10+ years in Revenue Operations, Sales Strategy, Analytics, or related field
- Proven experience driving cross-functional transformation programs in a global environment
- Strong background in data-driven insights, competitive analysis, and GTM strategy
Capabilities
- Strategic thinker with the ability to connect data to business outcomes
- Strong influencing skills across senior stakeholders without direct authority
- Ability to translate complex analysis into clear executive narratives
- Deep understanding of sales processes, pipeline management, and forecasting
Leadership Profile (IC6 Expectations)
- Acts as a challenger and truth-teller, grounding decisions in data and insights
- Drives accountability, process rigor, and measurable outcomes
- Operates at both strategic and operational levels, owning end-to-end impact
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.
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Why NetApp?
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.
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.
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.
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Learn moreNetApp 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. We pledge to take every reasonable step to ensure that our applicants and employees are respected, treated fairly, and with dignity. See the EEO poster. NetApp makes reasonable accommodations, consistent with applicable laws, for religious purposes and for the known physical or mental limitations of an otherwise qualified applicant or employee with a disability, who can perform the essential job functions unless undue hardship would result.
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If you are an applicant with a physical or mental disability that requires reasonable accommodation for any part of our application process, please email accessibility@netapp.com. Each request for reasonable accommodation will be considered on a case-by-case basis, consistent with applicable laws and regulations. Please note, this email address is only for accommodation requests; we do not accept unsolicited resumes.
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We’re sorry, but we cannot accept unsolicited resumes that are sent to NetApp employees or contractors. We will not compensate for a referral without a current contract on file with our Talent Acquisition team. If you’re interested in helping us with a particular role, please call your partner in Talent Acquisition to discuss.