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The role involves defining and executing the go-to-market strategy for Oracle and NetSuite practices to drive pipeline and revenue growth. It also requires managing strategic partnerships, leading sales pursuits, and collaborating across internal teams to deliver comprehensive solution packages.
Candidates must have at least 15 years of experience in enterprise ERP sales, alliances, or GTM leadership. Deep familiarity with Oracle's cloud portfolio and NetSuite, along with strong executive presence and the ability to engage CXO-level buyers, is required.
Jade Global | US-based | Reports to: Global Oracle SL Leader
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.
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.
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
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.
Award-winning, US-headquartered partner driving cloud, integration, and AI-led transformation with 2,000+ employees.
Jade Global is a premier consulting, integration, and managed services partner helping enterprises modernize, innovate, and scale. Founded in 2003, we bring over two decades of engineering excellence, with 2,000+ professionals and 11 global offices, and have served 500+ clients across North America, Europe, and APAC. We are a Great Place to Work–certified organization and have been recognized by Inc. 5000 as a high-growth company for 13 years in a row. Known for Delivering Innovation and driving impact, we offer holistic cloud transformation, ERP and CRM modernization, data and analytics, integration, AI-powered automation, and AI-led managed services. Jade offers the perfect blend of agile client-centricity along with a rich ISV partner ecosystem, including Oracle, Salesforce, SAP, ServiceNow, Workday, Snowflake, Boomi, and many others. With our AI-first approach, powered by 220+ enterprise-ready AI Agents and industry accelerators, we drive data readiness, autonomous workflows, intelligent operations, and faster transformation outcomes. The result is lower costs, greater efficiency, and measurable business value for enterprises. We enable organizations across high-tech, healthcare, life sciences, manufacturing, financial services, and retail to achieve resilient, future-ready operations.
Offices: 2001 Gateway Place, Suite 700w, San Jose, California 95110, US · 1140 Welsh Rd, Suite 250, North Wales, Pennsylvania 19454, US · Vadgaon Sheri Road, Nyati Tech Park, 7th Floor, Pune, Maharashtra 411014, IN · Aphb Colony Road, PSR Prime Tower Unit No.503, 5th Floor, Sy.No.126, Beside DLF Cyber City, Gachibowli, Hyderabad, Telangana 500032, IN · 90 Burnhamthorpe Road West, 14th Floor, Suite 1400, Mississauga, ON L5B 3C3, CA
Award-winning, US-headquartered partner driving cloud, integration, and AI-led transformation with 2,000+ employees.
Jade Global is a premier consulting, integration, and managed services partner helping enterprises modernize, innovate, and scale. Founded in 2003, we bring over two decades of engineering excellence, with 2,000+ professionals and 11 global offices, and have served 500+ clients across North America, Europe, and APAC. We are a Great Place to Work–certified organization and have been recognized by Inc. 5000 as a high-growth company for 13 years in a row. Known for Delivering Innovation and driving impact, we offer holistic cloud transformation, ERP and CRM modernization, data and analytics, integration, AI-powered automation, and AI-led managed services. Jade offers the perfect blend of agile client-centricity along with a rich ISV partner ecosystem, including Oracle, Salesforce, SAP, ServiceNow, Workday, Snowflake, Boomi, and many others. With our AI-first approach, powered by 220+ enterprise-ready AI Agents and industry accelerators, we drive data readiness, autonomous workflows, intelligent operations, and faster transformation outcomes. The result is lower costs, greater efficiency, and measurable business value for enterprises. We enable organizations across high-tech, healthcare, life sciences, manufacturing, financial services, and retail to achieve resilient, future-ready operations.
Offices: 2001 Gateway Place, Suite 700w, San Jose, California 95110, US · 1140 Welsh Rd, Suite 250, North Wales, Pennsylvania 19454, US · Vadgaon Sheri Road, Nyati Tech Park, 7th Floor, Pune, Maharashtra 411014, IN · Aphb Colony Road, PSR Prime Tower Unit No.503, 5th Floor, Sy.No.126, Beside DLF Cyber City, Gachibowli, Hyderabad, Telangana 500032, IN · 90 Burnhamthorpe Road West, 14th Floor, Suite 1400, Mississauga, ON L5B 3C3, CA
