Oracle & Netsuite GTM Leader

Oracle & Netsuite Gtm Leader

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.