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

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.