Oracle NetSuite Industry Principal - Wholesale & Distribution CoE in Boston, Massachusetts

NetSuite Industry Principal - Wholesale & Distribution CoE

Preferred Qualifications

NetSuite GBU Industry Principal - Wholesale Distribution


The Industry Principal role is an industry expert within Oracle’s NetSuite Global Business Unit. Their primary responsibility is to increase the industry acumen of Oracle NetSuite sellers and ultimately NetSuite’s win rate through a variety of programs, including those targeting account executives and sales consultants.

This role is integral in helping develop a company-wide vertical strategy, leading its execution, and focusing the efforts of the different departments on a common goal. Industry Principals utilize their understanding of our product and the marketplace to increase industry acumen, improve sales engagement, support customer success, drive leading practices and collaborate with the product organization.


  • Develop Seller Industry Acumen. Ensure that every seller is perceived as an industry expert by increasing seller industry knowledge, tracking vertical trends and communicating industry information back into the sales team.

  • Contribute to Sales Opportunities. Directly engage with prospects as an industry expert, including demoing solutions, supporting executive and strategy discussions, and developing new leading practices to meet customer needs.

  • Improve Customer Success. Understand how customers use NetSuite within industries. Communicate leading practices to the install base and support customers moving up the stairway to addressing more complicated and higher impact business needs.

  • Drive Scenarios & Leading Practices. Document and understand which scenarios drive the win rate, how scenarios can be improved over time and communicate scenarios that win deals throughout the company.

  • Support Industry Marketing. Assist marketing to develop a comprehensive strategy, including competitive analysis, webinars, white papers, drip content, etc.

  • Build tools, including Deliverables – templated self-service tools for use by sellers; Education – content and educational experiences to support enablement; Engagements – direct expert interactions with prospects; and Scenarios & Leading Practices – specific ways NetSuite solves specific industry requirements.


  • MBA degree or equivalent work experience

  • Extensive related experience in in a target industry

  • 5 years in marketing, sales, sales engineering or implementation in enterprise software applications in target industry

  • Strong at finding innovative solutions to market needs

  • Organized and analytical

  • Excellent team leader and builder

  • Excellent written and oral communication skills

Detailed Description and Job Requirements

Overlay sales personnel providing specialist product expertise to the sales force.

Partners with Account, Technology, and Application sales representatives to qualify and close new business on Oracle solutions. Provides specific industry or product expertise to facilitate the closing of deals within sales representatives territory. Interacts with sales team to architect the solution, and develop and execute solution strategies for market. Manages solution opportunities to obtain appropriate and necessary resources for all qualified opportunities. Leads teams in the sales process for establishing market visibility and deal visibility. Presents/demonstrates solution to high level clients and industry conference attendees. May provide training to field sales on industry/solutions. Builds and maintains a network and up to date specific industry or product knowledge.

Leading contributor individually and as a team member, providing direction and mentoring to others. Work is non-routine and very complex, involving the application of advanced technical/business skills in area of specialization. 8 years applicable experience preferred. Subject matter expertise in industry/product space. Knowledge of key industry leaders and management. Knowledge of Oracle competition. Presentation and product demonstration experience. Previous consultative selling experience preferred. Excellent communication, negotiating, and closing skills with prospects and customers. Travel may be needed. BA/BS degree in related field.

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.

Job: Sales

Location: US-TX,Texas-Austin

Other Locations: US-MA,Mass-Burlington, US-CA,California-Santa Monica

Job Type: Regular Employee Hire

Organization: Oracle