Jason Glass

Sales & Partnerships Consulting

APR 2024 - PRESENT · 2.5 years

Providing fractional sales and partnerships GTM consulting to SaaS firms, IT services partners, and PE-backed firms - 15+ consultative engagements delivered since inception, spanning partner program design, AI sales & partner enablement & RevOps architecture. Redesigned & accelerated a hyperscale initiative with the AWS marketplace partnership in joint ventures with partners; Conga, Epicor, Hootsuite, Sage, Snowflake, Syspro & Kyndryl Worked on re-build of partner co-sell workflow incorporated into Slack & Salesforce pipeline design, updating broker/CPA referral sales stages, lead routing, funnel reporting & attribution tracking. Utilizing Claude, Apollo.io, Notion AI & Gamma AI, completed an Ideal Partner Profile (IPP), pitch deck, partner recruitment outbound sequence & partner enablement project to accelerate partner program expansion & co-sell engagement with the Oracle NetSuite sales organization on behalf of an Oracle NetSuite ISV parter. I designed an AI enablement rubric aligned to Sales & RevOps GTM adoption expectations across a diverse AI tech stack including Chorus by ZoomInfo, ChatGPT, Gamma AI, CRM & Tableau to accelerate familiarity and toolset adoption. Developed a custom GPT Co-Sell mentor for the firm's new client acquisition teams.

Global Partner Sales & Alliances

DEC 2024 - MAR 2025 · 4 months

Reporting to CRO As the Head of Global Partner Sales, GTM & Alliances, tasked with re-developing a cohesive technology & revenue framework to accelerate all forms of partner revenue including VAR, ISV, OEM & GSI GTM motions. SugarAI's partner ecosystems encompass over 300 partners globally reaching into over 25 countries and delivering over $70 million ARR annually to the top line supporting primarily mid-market & enterprise brands around the globe. Defined a partner AI initiative building internal partner directory build on Notion and the testing of (3) additional AI use cases within partner enablement, support and communication running A|B testing and a pilot utilizing Zendesk Agentic AI, Slack & AI collateral creator tools HeyGen and Canva. Designed, rationalized and implemented a re-organization playbook for EMEA, APAC & LATAM leaning out the organization internationally encompassing channel & alliance directors, partner marketing, operations and partner customer success with partner customers in over 25 countries. Working collaboratively with our education, pre-sales & customer experience leaders to develop our first end to end partner implementation enablement curriculum called Sugar Learning Labs to be delivered globally early 2025. Redesigned & accelerated on a hyperscale initiative with our AWS partnership rocketing co-sell pipeline in 378% YOY inside our Enterprise revenue segment and closing our first seven figure marketplace logo in joint venture with a global ERP & CPQ partners, Sage, Epicor & Conga.

Regional Vice President of Sales

JAN 2019 - FEB 2024 · 5.2 years

Reported To GVP - Sales FY ‘23 - 127% FY ‘22 - 144% FY ‘21 - 76% FY ‘20 - 102% Led a cross functional, blended & multi-layered GTM sales organization of (85) with (5) sales leaders spanning BDR, Marketing, Sales, Sales Engineering & Account Management accelerating Oracle's blended emerging products & service verticals motion growth from inception - scaling it to a $52 million ARR growth engine in 36-months Achieved 98.3% client retention rate and 8.7 partner NPS — 22% above Oracle Consulting's 7.1 benchmark. Drove NRR improvement from 112–127% through a cohesive early stage Day 270 customer lifecycle GTM motion unifying pre & post sales teams Accelerated alliance partner collaboration & co-sell strategy reducing AE time-to-first deal by 37% powered by consistent, high-impact partner capability & capacity frameworks. 3× President's Club Sales Leader | 2023 North American Leadership MVP | CRN Rising Star 2020 & 2021

Senior Director Of Sales - Emerging Alliances, Channels & GSI

DEC 2016 - JAN 2019 · 2.2 years

Director - New Partner Sales, Americas

NOV 2015 - DEC 2016 · 1.2 years

Grew NetSuite Solution Provider (VAR) new business sales 23% overall - 36% in Latin America, 8% in Canada - expanding the Americas partner ecosystem to 200+ partner sellers in the field positioning the NetSuite Cloud ERP product lines in key verticals; Software, Retail, Manufacturing, Distribution, Services & Non-Profit Designed and implemented a new Ideal Partner Profile (IPP) scoring framework, cutting time-to-initial license revenue from 9 months to just over 4 months - a 61% reduction Evangelized NetSuite's platform and subscription revenue model through industry panel speaking engagements as part of broader partner ecosystem expansion with AICIPA, Channel Focus, Accountex & various competitor global conference events

Senior Sales Manager - Alliances & Channels - Americas

AUG 2014 - NOV 2015 · 1.3 years

Led blended Americas Alliance & Channel sales group focused on positioning Epicor Kinetic (formerly Epicor ERP) into wholesale distribution, industrial & discrete manufacturing clients in both the mid-market & enterprise segments. Key Performance Metrics 4x President's Club Qualifier Led a 5-person North America channel sales team, delivered a North American partner 5-person sales team performance of 297% from 20111-2015 from $4.6 million to $13.7 million (ARR) Contributed to the rollout of Salesforce PRM, Zift marketing automation, and Impartner to improve lead registration, pipeline reporting, and partner experience Built an Ideal Partner Profile (IPP) framework and scoring rubric that expanded the Alliances & Channels ecosystem 59% through a methodical, sequential mirrored-sale approach

Senior Sales Manager, North America

AUG 2010 - AUG 2014 · 4.1 years

Joined through an acquisition and built the company's first formal HCM partner program from two customer-originated System Integrator relationships, before Epicor's 2011 acquisition folded the business into its broader ERP Alliances & Channels org in 2012. Key Performance Metrics Designed then scaled first HCM partner program from zero - formalizing two customer-born SI relationships into structured partner agreements, with referral/co-sell motions, certification paths built alongside the enablement lead, and joint marketing initiatives targeting key geographic, vertical, and benefit-broker channels Integrated the Spectrum partner base into Epicor's ERP Alliances & Channels org following the 2011 acquisition and 2012 fold-in then leading partner sales efforts across the North American channel ecosystem

District Sales Manager - Technology & Advisory Alliances

SEP 2008 - JUN 2010 · 1.8 years

Major Accounts District Manager

JUN 2005 - SEP 2008 · 3.3 years