Regional Alliances Manager, Zuora

• Have experience in alliances, channel, or partner management within B2B SaaS or enterprise technology, ideally in revenue-focused or sales-adjacent roles
• Are strong at partner and stakeholder management: you know how to balance partner interests with sales priorities, create joint value propositions, and keep everyone aligned through clear communication and follow-through
• Bring a track record of driving pipeline and bookings through partners — including sourcing new opportunities, influencing existing deals, and ensuring accurate attribution
• Are highly proficient in Salesforce, Google Sheets and AI tools, and comfortable using data, dashboards, and trackers to drive decisions and cadences (not just report them)
• Thrive in environments where you balance strategy and execution: you can zoom out to define partner plays and priorities, then zoom in to clean up data, update dashboards, and prepare materials for the next pipeline call
• Are naturally organized and detail-oriented, with a bias for action: you keep next steps clear, data clean, and stakeholders informed
• Enjoy serving as the “face of Alliances” for sales in your region, building trust through reliability, expertise, and proactive communication

Desirable

• As a Regional Alliances Manager, North America, you will translate Zuora’s strategic partner ecosystem into tangible pipeline and revenue across the region
• You’ll be the connective tissue between global alliance leaders, regional sales, and partners like PwC, Deloitte and key regional systems integrators & technology partners — ensuring joint opportunities are well-structured, visible in Salesforce, and progressing with clear next steps
• Drive partner-sourced and partner-influenced pipeline by aligning the right partners to the right opportunities, coordinating joint pursuits, and tracking outcomes in a disciplined way
• Own the operational backbone of alliances in NA, including partner-related Salesforce processes, dashboards, and Google Sheets that underpin reporting, attribution, and executive visibility into partner performance
• Help AEs understand and leverage the partner footprint in their territories, making it easy for sales to know which partner to bring into which deal, when, and why
• Over your first 12–18 months, you’ll establish reliable regional cadences with priority partners, tighten data quality and attribution, and become the go-to expert for “what’s happening with partners in this account, segment, or region.”
• About the Team:
• You’ll join the Global Alliances & Channels organization, with a focus on the North America region
• The team’s mission is to extend Zuora’s reach and impact through a high-performing ecosystem of consulting and delivery partners who help our customers modernize revenue operations
• We partner closely with:
• Sales (AEs, RVPs) to identify where partners can unlock or accelerate opportunities, from early-stage pursuits through late-stage deal support
• Global Alliance Directors who own top-of-house strategy and relationships with firms like PwC and Deloitte, translating their global priorities into concrete regional plays
• RevOps, Marketing, BD, and Product to align on reporting, campaigns, BD programs, and joint initiatives that depend on accurate partner data and clear execution
• The team is distributed, highly collaborative, and operates with a mix of structured cadences (pipeline reviews, mapping sessions, QBRs) and agile, ad-hoc collaboration to unblock deals
• You’ll have opportunities to expand scope across partners, segments, and initiatives as you demonstrate impact
• What You’ll Do:
• Partner Management – Regional & Business Development Partners:
• Capture and track partner referrals and partner-sourced opportunities, ensuring accurate tagging, updates, and communication back to partners
• Run or co-run pipeline and alignment cadences with these partners, keeping joint pipelines current and actions clearly assigned
• Strategic Partner Support – PwC, Deloitte & Other Priority Firms:
• Support Global Alliance Directors by turning strategic plans into regional execution: account mapping, opportunity identification, and cadence management
• Lead or support account and initiative mapping for priority accounts and programs, consolidating internal and partner intel into actionable pursuit lists
• Build concise partner briefs and materials that articulate the partner story, their role in pursuits, and how teaming will work
• Help manage joint pipeline calls and QBRs, ensuring data is accurate, agendas are structured, and next steps are captured
• Partner Operations:
• Own the hygiene of partner-related fields on opportunities (and, where needed, accounts), ensuring clean attribution for partner-sourced and partner-influenced deals
• Create, maintain, and refine Salesforce reports and dashboards used by AEs, RVPs, and alliance leadership to monitor partner performance and pipeline
• Run or support internal partner pipeline reviews, surfacing key deals, risks, and actions for the region
• Lead or support data clean-up, mass uploads, and attribution audits, working with RevOps and other stakeholders to maintain data quality
• Cross-Functional Collaboration & Enablement:
• Partner with Marketing, BD, and Product to share partner and account insights that inform campaigns, content, and joint initiatives
• Provide training and enablement for AEs and other internal stakeholders on alliances dashboards, reports, and partner engagement processes
• Help prepare and support partner QBRs, regional plans, and program reviews, contributing clear data and narratives that highlight alliances impact