NetSuite - FAB Partnerships Manager - High Tech

About Oracle NetSuite

Founded in 1998, Oracle NetSuite was the first cloud company – ushering in the new era of cloud computing. NetSuite’s mission is to deliver one system, the suite, that gives leaders a complete view into their business.  

As the leading provider of a full, cloud-based ERP suite, including financials, inventory management, HR, professional services automation, and omnichannel commerce modules, NetSuite gives businesses the visibility, agility, and control needed to grow.

As an employee of the first cloud company with a 25-year proven track record, you’d be working for a technology company that now has tens of thousands of customers from around the globe. And as part of Oracle, our benefits are second to none. Between health and wellness, preparing for the future and more, we offer the best in global benefits.

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Background: 

Within the FAB (Franchises, Associations, Buying Groups) program, we establish relationships with associations, offer technology thought leadership and content to their members, negotiate association partnership agreements, and offer preferred pricing through the association. We work with association leaders, inviting them to refer their members and to actively drive member adoption of NetSuite, enabling mutual benefit for 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 with new markets and industries. Healthy competition and elevating the standard for cloud financials and ERP benefits companies as they grow.

The FAB team is looking to attract a senior team member to engage actively with business development and relationship management and to grow our programmatic influence over both new business and upsells / renewals. This critical team member will enable outreach, NSCorp coordination, follow up after events and will enable the professionalization and scaling of this new and dynamic program within Oracle NetSuite. They will work in a variety of industries: Products, Hardgoods, soft goods, high tech, and healthcare. The ultimate goal of this position is to ensure association and buying group – tagged customers remain engaged with NetSuite and that the tenor of our initial outreach via their association carries through their customer journey to ensure strong customer retention, profitable customer growth on NetSuite, and informed uptake of upsells and renewals.

 

Responsibilities & Duties:

• Conduct research, compile information, and present opportunities on Associations and Buying Groups to inform business development targets
• Establish Association, Buying Group, and Franchise user groups
• Facilitate and coordinate the online user community for association – tagged customers
• Lead AMO engagement – support with upsells, renewals, etc. for association members
• Work with account management to identify and originate new conversations with associations, buying groups, and franchises to which our customers belong
• Create quantitative presentations to articulate the business case for outreach and engagement with Associations and Buying Groups
• Nurture current association and buying group relationships via attendance at events, coordinate user group meetings, and sensitize products appropriate for a given group of association member companies
• Coordinate follow up and engage referral partner reps from direct sales and account management
• 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
• Work with the referral partner team to ensure strong Association referral partnerships
• Inform sales leaders and sales representatives from account management about Association customers under their management and how to use the Industry Partnerships talk track and campaign kits to accelerate and improve success with upsells and renewals
• Represent the Associations, Buying Groups, Franchises program to both internal and external audiences

Key Performance Indicators:

• # of existing association-tagged customers reached, contacted, engaged
• Amount of customer upsell ARR influenced
• # of new referral partners engaged
• Retention rate of FAB -tagged customers / churn <2%
• Establishment and success of new FAB User groups