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Oracle NetSuite - FAB Partnerships Manager - High Tech in Boston, Massachusetts

Job Description

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.



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

  • Upsell & renewal success rate of association-tagged customers

  • Level of engagement with the program amongst AMO reps and leaders

Qualifications & Skills:

  • A Bachelor’s degree or equivalent

  • 7 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—40% of the time

Career Level - IC3


A Business Development Representative is assigned to strategic accounts which may be grouped by industry where Oracle has a limited presence. Acts as primary liaison between Consulting, Sales, and Oracle Development for the product's sales opportunities. Generates business opportunities through prospecting mass market programs and leveraging third party partners. Develops and coordinates a worldwide relationship with customers that establishes Oracle as a preferred vendor and optimizes Oracle's sales of product. Executes aggressive strategies and plans to successfully drive the product as the preferred customer selection. Provides account representatives with information on how the product addresses specific needs, and assists account representatives in using Oracle's products to leverage large revenue opportunities. Assists in articulating product message, coordinates technical resources and hands off deals to a successful close.


Certain US customer or client-facing roles may be required to comply with applicable requirements, such as immunization and occupational health mandates.

Range and benefit information provided in this posting are specific to the stated locations only

US: Hiring Range: from $86,400 to $147,600 per annum. May be eligible for equity. Eligible for commission with an estimated pay mix of 60/40 - 70/30.

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:

  1. Medical, dental, and vision insurance, including expert medical opinion

  2. Short term disability and long term disability

  3. Life insurance and AD&D

  4. Supplemental life insurance (Employee/Spouse/Child)

  5. Health care and dependent care Flexible Spending Accounts

  6. Pre-tax commuter and parking benefits

  7. 401(k) Savings and Investment Plan with company match

  8. 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.

  9. 11 paid holidays

  10. 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.

  11. Paid parental leave

  12. Adoption assistance

  13. Employee Stock Purchase Plan

  14. Financial planning and group legal

  15. 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.

About Us

As a world leader in cloud solutions, Oracle uses tomorrow’s technology to tackle today’s problems. True innovation starts with diverse perspectives and various abilities and backgrounds.

When everyone’s voice is heard, we’re inspired to go beyond what’s been done before. It’s why we’re committed to expanding our inclusive workforce that promotes diverse insights and perspectives.

We’ve partnered with industry-leaders in almost every sector—and continue to thrive after 40+ years of change by operating with integrity.

Oracle careers open the door to global opportunities where work-life balance flourishes. We offer a highly competitive suite of employee benefits designed on the principles of parity and consistency. We put our people first with flexible medical, life insurance and retirement options. We also encourage employees to give back to their communities through our volunteer programs.

We’re committed to including people with disabilities at all stages of the employment process. If you require accessibility assistance or accommodation for a disability at any point, let us know by calling +1 888 404 2494, option one.


Oracle is an Equal Employment Opportunity Employer*. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, sexual orientation, gender identity, disability and protected veterans’ status, or any other characteristic protected by law. Oracle will consider for employment qualified applicants with arrest and conviction records pursuant to applicable law.

* Which includes being a United States Affirmative Action Employer