Oracle & Netsuite Gtm Leader

Oracle & Netsuite GTM Leader1 ****Jade Global | US-based | Reports to: Global Oracle SL Leader**** ### ****Role Purpose**** **The Oracle and NetSuite GTM and Alliance Leader owns the end-to-end go-to-market motion and partnership strategy for Jade Global's Oracle and NetSuite practice across the United States. This role bridges strategy and execution — translating practice capabilities into pipeline, revenue, and market presence while maintaining a tight partnership with Oracle and NetSuite's field and alliance teams.** ### ****Core Responsibilities**** ****1\. Go-to-Market Strategy**** * **Define and own the annual GTM plan for the US Oracle and NetSuite business, covering target segments, solution priorities, and growth plays.** * **Identify whitespace opportunities across ERP, EPM, SCM, OCI, HCM, and AI/Analytics in alignment with CoE leads.** * **Develop differentiated positioning and messaging for Jade Global's Oracle and NetSuite offerings by industry vertical and buyer persona.** * **Translate global practice strategy into US-specific execution plans with clear milestones and measurable outcomes.** ****2\. Pipeline Development and Revenue Growth**** * **Own the US Oracle and NetSuite pipeline target — from sourcing through qualification to handoff to delivery.** * **Lead demand generation activities including targeted outreach, executive roundtables, webinars, and field events.** * **Qualify and prioritize inbound and outbound opportunities in alignment with capacity and win probability.** * **Partner with delivery and CoE leads to develop compelling proposals, scope estimates, and commercial structures.** * **Achieve or exceed annual pipeline and bookings targets as set by the Global Oracle SL Leader.** ****3\. Alliance and Partnership Management**** * **Serve as Jade Global's primary alliance leader and relationship owner with Oracle and NetSuite's US alliances, field sales, and channel teams.** * **Drive co-sell motions with Oracle and NetSuite AEs and territory teams to source and accelerate joint opportunities.** * **Manage Jade's standing as an Oracle Platinum Partner and NetSuite Partner — tracking co-sell credits, certifications, and partner tier obligations.** * **Participate in Oracle and NetSuite partner events, QBRs, SKOs, and advisory councils to maintain visibility and access.** * **Coordinate with Oracle and NetSuite on joint marketing funds, solution spotlights, and reference customer programs.** ****4\. Sales Plays and Campaign Execution**** * **Own the development and activation of repeatable sales plays (e.g., EBS-to-Fusion migration, NetSuite to Oracle Cloud, AI-led BPM, OCI migration).** * **Build and maintain a library of sales collateral — pitch decks, battlecards, ROI frameworks, objection-handling guides — in partnership with CoE leads.** * **Run targeted campaigns against defined segments such as mid-market manufacturing, life sciences CDMOs, and SaaS/subscription businesses.** * **Track campaign conversion metrics and iterate on messaging and targeting based on results.** ****5\. Account Coverage and Pursuit Leadership**** * **Maintain an active view of named accounts across US regions, mapping white space and expansion potential.** * **Lead or support strategic pursuit efforts, including oral presentations, executive alignment, and competitive differentiation.** * **Coordinate the Collaboration Leader model across assigned strategic accounts in partnership with delivery and practice leadership.** * **Own executive relationships with key prospects and customers at the CXO and VP level.** ****6\. Market Intelligence and Competitive Positioning**** * **Monitor Oracle and NetSuite's product roadmap, pricing changes, and competitive moves (SAP, Workday, others).** * **Develop and maintain battlecards and competitive response materials for common displacement and greenfield scenarios.** * **Gather win/loss feedback and incorporate into positioning, proposal approach, and sales plays.** * **Provide the Global Oracle SL Leader with regular market reads, deal updates, and competitive intelligence.** ****7\. Cross-functional Collaboration**** * **Work closely with the Finance CoE, SCM CoE, EPM CoE, and AI & Analytics CoE leads to build solution-specific GTM packages and pricing structures.** * **Collaborate with the Lead Architect and Delivery Leader on solution design, staffing assumptions, and delivery risk in pre-sales pursuits.** * **Align with the Operations Lead on resourcing, utilization forecasts, and capacity planning tied to pipeline commitments.** * **Interface with Jade Global marketing on content, events, SEO/SEM, and thought leadership aligned to Oracle and NetSuite practice growth.** ****8\. Thought Leadership and Brand Building**** * **Represent Jade Global at Oracle OpenWorld, CloudWorld, SuiteWorld, industry conferences, and partner events.** * **Co-author or sponsor practice point-of-view content, case studies, and solution briefs.** * **Build Jade's reputation in target verticals through speaking engagements, analyst briefings, and customer references.** * **Nurture a network of Oracle and NetSuite ecosystem contacts including ISVs, system integrators, and advisory firms.** ### ****Key Performance Indicators**** ****Metric**** ****Focus Area**** **US Oracle and NetSuite pipeline generated (quarterly and annual)** **Pipeline growth** **Bookings and revenue against plan** **Revenue attainment** **Oracle and NetSuite co-sell opportunities sourced** **Alliance productivity** **Win rate on qualified pursuits** **Sales effectiveness** **New logo acquisitions** **Market expansion** **Partner tier compliance and certifications maintained** **Oracle & NetSuite partnership health** **Sales play adoption rate across field team** **GTM execution** ### ****Qualifications**** * **15 or more years of experience in enterprise ERP Sales & alliances, or GTM leadership.** * **Deep familiarity with Oracle's cloud portfolio and NetSuite — Fusion Cloud ERP, EPM, SCM, HCM, OCI, and NetSuite.** * **Proven track record of building pipeline and closing complex multi-year transformation deals.** * **Experience managing Oracle and NetSuite alliance relationships.** * **Strong executive presence and ability to engage CXO-level buyers.** * **Familiarity with mid-market and enterprise customer segments in manufacturing, life sciences, technology, or financial services.**