Principal GTM Lead
$227.8k - $338.8k+ Performance-Based Incentives + Restricted Stock Units
Expert
Morrisville, NC, USA+3 moreMore locations: San Jose, CA, USA | New York, NY, USA | Boulder, CO, USA
Remote
Growth & MarketingProduct Marketing
About the job
Requirements
- Typically requires a minimum of 15+ years of progressive experience in senior technical go-to-market roles, such as Senior/Principal Sales Engineer, Field Chief Technology Officer/Principal GTM Architect, Technical Marketing Engineer, or Technical Product Manager.
- Demonstrated track record of creating field-adopted sales plays, customer journey maps, and technical messaging for installed-base expansion and net-new customer acquisition.
- Hands-on architectural knowledge of enterprise storage architectures, including unified file, block, and object; flash storage economics; cyber-vaulting/ransomware recovery; and hybrid cloud integration.
- Ability to command the room with senior technical leaders, including Chief Technology Officers and Enterprise Architects, and distill complex engineering concepts into crisp, differentiated value propositions.
- Skill in building executive-ready, visually compelling presentations and architectural frameworks.
- Ability to influence senior cross-functional leaders, including Vice Presidents, General Managers, and Directors, without direct authority.
Responsibilities
- Author sales plays and technical talk tracks for existing accounts, highlighting refresh justifications, next-generation upgrades, protocol expansion across block, object, and unified storage, and consumption models such as Cloud and Keystone.
- Craft targeted displacement plays and friction-free land strategies to unseat incumbents in competitive accounts.
- Prescribe positioning for emerging domains, including Enterprise GenAI pipelines, modern virtualization, cyber vaulting, and hybrid multicloud data management.
- Establish qualification criteria, discovery questions, objection handling, and architectural sizing guidance to accelerate deal velocity.
- Integrate competitive differentiation and counter-positioning into launches, roadmaps, technical frequently asked questions, and solution decks.
- Maintain architectural expertise across primary, secondary/backup, file/object, and cloud storage competitors, including Pure Storage, Dell, HPE, VAST Data, and hyperscalers.
- Partner with Competitive Intelligence to expose competitor vulnerabilities and provide technical teams with credible counterarguments.
- Synthesize competitive trends to refine sales plays and provide feature-gap analysis to product teams.
- Partner with Business Unit Product Managers to curate and deliver monthly NDA roadmap enablement for global Sales Engineers, GTM Architects, and key partner technical leaders.
- Build standardized roadmap templates and visual narratives for executive customer briefings and semiannual release cycles.
- Review inbound and outbound roadmaps to ensure commitments address field friction and market opportunities.
- Review launch assets, including white papers, battlecards, and decks, for technical accuracy, relevance, and role alignment.
- Provide technical critique, competitive polish, and structural feedback on Portfolio Strategy deliverables before distribution.
- Translate complex block, file, object, cyber resilience, and hybrid cloud architectures into clear business outcomes.
- Build trusted alignment across Business Unit General Managers, Product Management, Product Marketing, and regional Sales Engineer leadership in the Americas, EMEA, and APAC.
- Channel field and customer feedback into Business Unit development gates, RFE prioritization, and long-term portfolio direction.
- Drive execution across portfolio pillars including Cloud, Keystone (STaaS), Enterprise AI, Virtualization Optimization, and Sustainability.
Desired Qualifications
- Deep familiarity with the NetApp portfolio, including ONTAP, Cloud, ASA/AFF/FAS, StorageGRID, Keystone, and NetApp Console.
About the company
Spot.io, part of NetApp, helps businesses manage cloud costs and infrastructure on AWS. It uses software that analyzes cloud usage and automates management to lower compute expenses, especially through AWS EC2 spot instances, which offer spare capacity at reduced prices. The product provides deep visibility into cloud spending, an AWS cost optimization calculator for estimating potential savings, and a free action plan tailored to each customer. Revenue comes from selling software licenses and consulting services. Target customers include enterprises using containers and orchestration tools like Kubernetes, EKS, ECS, KOPS, Docker Swarm, and OpenShift. The company aims to reduce cloud compute costs for customers while simplifying cloud operations and improving efficiency.
Company Size
51-200
Company Stage
Acquired
Total Funding
$53.2M
Headquarters
Tel Aviv-Yafo, Israel
Founded
2015
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Simplify's Take
What believers are saying
- Q4 FY2026 revenue hit $1.95 billion, up 12% year over year.
- NetApp raised FY2027 revenue guidance to $7.325-$7.575 billion after strong Q1 demand.
- Management reported more than 1,100 AI-specific deals in FY2026, with 350 more last quarter.
What critics are saying
- Flexera closed Spot's acquisition on March 3, 2025, shrinking NetApp's CloudOps scope.
- NetApp disclosed a May 20, 2026 WARN notice cutting 77 San Jose jobs.
- Pure Storage, Dell, and HPE are attacking AI storage wins aggressively through 2026.
What makes NetApp unique
- NetApp's ONTAP and all-flash arrays anchor its hybrid-cloud storage platform.
- FY2026 public cloud revenue reached $182 million, extending Cloud Volumes differentiation.
- AI-focused EF50 and EF80 target high-throughput workloads that protect GPU utilization.
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Benefits
- Health Insurance
- Phone/Internet Stipend
- Gym Membership
- Parental Leave
- Flexible Work Hours