JONATHAN M. SUSSMAN
Methuen,MA
Summary
Sales leader with 14 years at Oracle and NetSuite, including 7 as Sr. Regional Sales Director. Passionate about coaching reps through their toughest deals and solving the problems that stall them. Hired and developed talent, promoted 2-3 AEs a year into Corporate Sales, and got new hires closing within 3-4 months. Grounded in MEDDPICC and Sandler Selling. 4x President's Club, 5x SuiteMentor.
Overview
18
18
years of professional experience
Work History
Sr. Regional Sales Director
Oracle NetSuite
Burlington, MA
08.2019 - 10.2026
- Led a team of 7-10 AEs, closing an average of 40-50 new logos per year against a $2-3M annual team quota
- Exceeded team quota each of the last four years, achieving 103-110% attainment
- Promoted 2-3 AEs per year into Corporate Sales roles at NetSuite, building a consistent internal talent pipeline
- Hired 2-3 AEs annually, overseeing onboarding and training to enable new reps to close first deals within 3-4 months
- Coached AEs on deal qualification and strategy with MEDDPICC and Sandler Selling methodologies, improving sales effectiveness
- Conducted weekly pipeline reviews and forecast calls, ensuring pipeline health and enhancing forecast accuracy
- Recognition: 4x President's Club | 3x MVP | 5x SuiteMentor (mentorship award) | SuiteVP and HubHeros member | Values in Action Award
Sr. Cloud Platform Manager, Higher Education
Oracle
Burlington, MA
12.2012 - 08.2019
- Managed territory of 100+ higher education institutions, selling security, middleware, identity management solutions across cloud, on-premise environments, enhancing institutional security and operational capabilities
- Achieved quota five consecutive years: 101%, 146%, 201%, 118%, 159%
- Recognized as top Higher Education AE in public sector; awarded 2x MVP, 15x ACE Club for outstanding performance
Business Development Consultant
Oracle
10.2012 - 12.2014
- Collaborated with sales to identify and engage install-base customers and new prospects in hardware, database security, and identity management
- Recognized on Director's List; mentored five incoming BDCs to enhance onboarding and integration
- Collaborated with sales teams to qualify leads and advance complex deals.
- Analyzed customer requirements to align Oracle solutions with business priorities.
- Developed territory strategies to expand pipeline and uncover new enterprise opportunities.
Customer Success Manager
Zmags, Inc.
07.2011 - 06.2012
- Managed 40 accounts monthly, securing renewals and facilitating upsells and cross-sells.
- Led customer onboarding for digital publishing clients, aligning implementation timelines with success plans.
- Managed account health reviews to identify adoption risks and strengthen renewal readiness.
- Coordinated cross-functional support across sales, product, and technical teams to resolve client issues.
Business Development Representative
Zmags, Inc.
11.2010 - 06.2011
- Achieved 150% of quota through 60+ dials and 125+ activities daily, setting company record. Generated $287K in new business from qualified leads, closing sales in 29 days, significantly faster than 52-day company average.
- Researched target accounts to identify qualified prospects for digital commerce and content marketing solutions.
- Prospecting through outbound calls and emails to build pipeline and schedule discovery meetings.
- Qualified inbound leads using consultative questions and CRM notes to support sales follow-up.
Restaurant Manager
Longhorn Steakhouse
08.2008 - 11.2010
- Directed 20 direct reports in daily operations, hiring, guest relations, and inventory management.
- Directed daily restaurant operations, maintaining service standards, food quality, and guest satisfaction.
- Scheduled and coached staff to support efficient shifts and consistent front- and back-of-house execution.
- Monitored inventory levels, ordering, and vendor coordination to prevent shortages and waste.
Education
B.S. - Business Management
University of New Hampshire
Durham, NH05-2008
Skills
- Sales Leadership
- Pipeline Management
- Forecasting
- Revenue growth
- MEDDPICC
- Sandler Selling
- Strategic Account Management
- Sales training
- Sales presentations
- Sales coaching
- Talent Development
- Contract negotiation
Timeline
Sr. Regional Sales Director
Oracle NetSuite
08.2019 - 10.2026
Sr. Cloud Platform Manager, Higher Education
Oracle
12.2012 - 08.2019
Business Development Consultant
Oracle
10.2012 - 12.2014
Customer Success Manager
Zmags, Inc.
07.2011 - 06.2012
Business Development Representative
Zmags, Inc.
11.2010 - 06.2011
Restaurant Manager
Longhorn Steakhouse
08.2008 - 11.2010
B.S. - Business Management
University of New Hampshire