Within the FAB (Franchises, Associations, Buying Groups) program at NetSuite, we establish relationships with associations, offer technology thought leadership and content to their members, negotiate association partnership agreements, and offer preferred pricing to the members of the association. We work with association leaders to help originate top-of-funnel deals by inviting them to refer their members and to actively drive member adoption of NetSuite, enabling mutual benefit for our organizations.
Association members secure preferred pricing and additional membership benefits, while association leaders introduce strong, reliable, scalable cloud technology to their members. This program enables NetSuite to engage as a trusted partner and service within existing and new markets and industries. It helps keep us in healthy competition with other providers and elevates the standard for AI-enabled cloud financials and ERP services that benefit companies as they grow.
The FAB team is looking to attract an experienced team member to engage actively with business development and relationship management and to grow our programmatic influence over new business. This critical team member will enable outreach, NSCorp coordination, follow-up after events, and will enable the professionalization and scaling of this rapidly growing and dynamic program within Oracle NetSuite. The primary goal of this position is to drive new business ARR & logo acquisition via new relationships with Associations & Buying Groups.
Responsibilities & Duties:
- Conduct research, compile information, and present opportunities on Associations and Buying Groups to inform business development targets
- Create quantitative presentations to articulate the business case for outreach and engagement with Associations and Buying Groups
- Identify, engage, make contact, and offer the first and second presentation to target associations and buying groups
- Sign consistent new APPAs into the program (association preferred pricing agreements)
- Support new association onboarding and enabling standard partner best-practices to setup 360 success
- Set up regular meeting cadences with top partners to sync on active deals and upcoming association events and engagements where they may request NetSuite support
- Coordinate deal-cycle assistance for existing deals; and follow up and engage associations with originating deals with their members and submitting these as referrals
- Work with marketing imports, and build saved searches to support program data requirements
- Manage CRM data within NetSuite’s CRM system
- Work with the customer reference and account management teams to identify and attract Association members / NS customers to speak at events and participate in case studies
- Draft follow up communication to leads and prospects after in-person and virtual events and coordinate with sales reps to ensure follow up and conversion into opp pipeline to close won
- Work with Oracle legal around coordination and execution of preferred pricing agreements
- Inform sales leaders and sales representatives about Association prospects on their TAL and how to use the Industry Partnerships talk track and campaign kits to accelerate the deal cycle
- Create and share association-specific resources for the sales team in collaboration with marketing where applicable
Qualifications & Skills:
- A bachelor's degree or equivalent
- 3-5 years professional experience, minimum
- Skills an acumen in NSCorp and DOMO
- Experience working in a CRM system
- Data management and analysis
- Strong skills in Microsoft Office, particularly Outlook, PowerPoint and Excel
- Detail orientation
- An obsessive need to follow up and follow through
- Strong written and verbal communication skills
- A growth mindset and a positive, curious attitude
- A willingness to travel association & buying group events 20—50% of the time
This position will report to the Head of Franchises, Associations, Buying Groups (FAB).
Disclaimer:
Certain U.S. based or U.S. customer or client-facing roles may be required to comply with applicable requirements, such as immunization/occupational health mandates, and/or drug testing requirements.
Range and benefit information provided in this posting are specific to the stated locations only
US: Hiring Range in USD from: $61,200 to $97,900 per annum. May be eligible for equity. Eligible for commission with an estimated pay mix of 70/30 - 80/20.
Oracle maintains broad salary ranges for its roles in order to account for variations in knowledge, skills, experience, market conditions and locations, as well as reflect Oracle's differing products, industries and lines of business. Candidates are typically placed into the range based on the preceding factors as well as internal peer equity.
Oracle US offers a comprehensive benefits package which includes the following:
- Medical, dental, and vision insurance, including expert medical opinion
- Short term disability and long term disability
- Life insurance and AD&D
- Supplemental life insurance (Employee/Spouse/Child)
- Health care and dependent care Flexible Spending Accounts
- Pre-tax commuter and parking benefits
- 401(k) Savings and Investment Plan with company match
- Paid time off: Flexible Vacation is provided to all eligible employees assigned to a salaried (non-overtime eligible) position. Accrued Vacation is provided to all other employees eligible for vacation benefits. For employees working at least 35 hours per week, the vacation accrual rate is 13 days annually for the first three years of employment and 18 days annually for subsequent years of employment. Vacation accrual is prorated for employees working between 20 and 34 hours per week. Employees working fewer than 20 hours per week are not eligible for vacation.
- 11 paid holidays
- Paid sick leave: 72 hours of paid sick leave upon date of hire. Refreshes each calendar year. Unused balance will carry over each year up to a maximum cap of 112 hours.
- Paid parental leave
- Adoption assistance
- Employee Stock Purchase Plan
- Financial planning and group legal
- Voluntary benefits including auto, homeowner and pet insurance
The role will generally accept applications for at least three calendar days from the posting date or as long as the job remains posted.
Career Level - IC1