Oracle & Netsuite GTM Leader

Core Responsibilities

• 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.
• 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.
• 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.
• Coordinate with Oracle and NetSuite on joint marketing funds, solution spotlights, and reference customer programs.
• 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.
• 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.
• Collaborate with the Finance CoE, SCM CoE, EPM CoE, and AI & Analytics CoE leads to build solution-specific GTM packages and pricing structures.
• 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.
• 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.
• Nurture a network of Oracle and NetSuite ecosystem contacts including ISVs, system integrators, and advisory firms.

Key Performance Indicators

• 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