GRACE V. DUNCAN
Boston,MA
Summary
Results-driven Partner Sales Executive with a proven track record of cultivating strategic partnerships, driving revenue growth, and exceeding sales targets in the ERP software industry. Adept at leading cross-functional teams and aligning partner strategies with business objectives. Strong communicator with a history of successful collaboration and business development.
Overview
7
7
years of professional experience
Work History
Senior Alliance Manager, Enterprise Sales
Oracle/NetSuite
08.2023 - Current
- Align partner business development strategies with enterprise sales objectives to increase new business ARR
- Cultivate and manage relationships with Global System Integrators and top regional partners
- Drive partner engagement with the enterprise sales team by providing deal specific partner recommendations and support
- Coach partners and reps on effective co-selling best practices
Regional Sales Manger, Channel
Oracle/NetSuite
06.2020 - 07.2023
- Motivated 10-15 new ERP Reseller Partners to exceed monthly, quarterly, and annual new business ARR quotas, generating over $2 million in incremental revenue
- Increased new partner logo participation rate by 30%
- Coached partners on effective marketing, lead generation, and sales strategy to drive new business sales, reducing time to first sale by 50%
- Led new ERP sale cycles with C-Level Executives by delivering client presentations, demos, and proposals
- Negotiated NetSuite licensing agreements and supervised partner SOW creation
- Collaborated with marketing, pre-sales, and competitive intelligence teams to identify and win new business
- Awarded Channel VIP in FY2022
- Attained 212% of FY22 quota, qualified for President’s club, and recognized as the top channel sales rep by quota attainment
- Attained 118% of FY23 quota and recognized as top three channel sales rep by quota attainment
Channel Development Manager
Oracle/NetSuite
09.2017 - 05.2020
- Recruited strategic ERP reseller and implementation partner prospects using LinkedIn, events, and competitor ecosystems
- Qualified potential value of prospective partners to the, ecosystem by evaluating their domain expertise, experience with competitive products and service capabilities
- Educated partners on NetSuite’s technology, partner programs and market position
- Coached partners on creation of go to market plans for their NetSuite practice
- Negotiated new partner agreements, training purchases and license sales resulting in $1.6 million in direct revenue
- Collaborated with NetSuite Channel Sales Team to assist in the onboarding of new partners
- Executed over 65 new partnerships contributing to 20% growth in the partner ecosystem year over year
- Consistently exceeded quota by 15-20% on average
- Selected to mentor new Sales Reps and Business Development Reps on prospecting, closing best practices and career development
Business Development Representative
Oracle/NetSuite
06.2016 - 08.2017
- On average, attained 114% of quarterly quantitative benchmarks throughout BDR tenure
- Sourced and qualified new opportunities through cold calling, Hoovers and LinkedIn
- Engaged directly with C-level executives to uncover ERP evaluations and gather BANT information
- Received recognition from various teams, including: PE team, Regional Manager, and AVP for lead quality
- Maintained extensive knowledge of company products and services to provide expertise to customers.
Education
Bachelor of Arts - European History and Politics
Washington And Lee University
Lexington, VA05.2016
Skills
- Consultative Selling
- Coaching and Mentoring
- Partner Relationship Management
- Contract Negotiation
- ERP & CRM Software
- Revenue Growth
- Professional Communication
- Go to Market Strategy Planning
Leadership and Activites
W&L New England Alumni Chapter – President May 2017- Present
- Currently serving as President where I am focused on managing the chapter leaders, recruiting members to the chapter, and strengthening community engagement with the university
- Promoted to Vice President in 2020 where I continued to lead events and drive member participation in the chapter
- Started as the Young Alumni Social Chair where I planned and executed alumni events in Boston
Oracle/NetSuite Volunteer Program- Leader June 2016-Present
- Plan and lead various philanthropic projects throughout Boston
Baptie Cloud Services Community- Speaker July 2019
- Chosen to represent NetSuite and speak in front of 70 NYC executives
- Spoke on establishing a cloud practice and the vendor/partner relationship
Timeline
Senior Alliance Manager, Enterprise Sales
Oracle/NetSuite
08.2023 - Current
Regional Sales Manger, Channel
Oracle/NetSuite
06.2020 - 07.2023
Channel Development Manager
Oracle/NetSuite
09.2017 - 05.2020
Business Development Representative
Oracle/NetSuite
06.2016 - 08.2017
Bachelor of Arts - European History and Politics
Washington And Lee University
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