Senior Director of Global Alliances, Zuora
$197.2-295.8k
+ Variable bonus and performance reward opportunities
More information about location
3-4 days a week in office
Cloud-based subscription management
Open for applications
Cloud-based subscription management
1001+ employees
Open for applications
$197.2-295.8k
+ Variable bonus and performance reward opportunities
More information about location
3-4 days a week in office
1001+ employees
Company mission
To help you build and run an amazing subscription business.
Role
Who you are
- This role requires ability to travel as needed for partner meetings, events, and Zuora company functions
- Experience: 10+ years of experience in alliance management, partnership management, or a similar role, specifically within the B2B SaaS industry
- ISV Partnership Knowledge: Proven track record of managing and growing relationships with large, global ISVs, preferably within a co-sell framework
- Sales Acumen: Strong understanding of enterprise sales cycles and a demonstrated ability to drive revenue through indirect channels
- Domain Experience: Experience in the enterprise financial software domain is strongly desired. Direct working knowledge of the Workday Financials ecosystem is a strong plus.Drive Cross-Functional Collaboration: Facilitate effective communication and collaboration with Zuora’s Product & Technology, Sales, Marketing, Services, and Finance teams
- Communication & Interpersonal Skills: Exceptional communication, presentation, and negotiation skills. You must be comfortable engaging with a wide range of audiences, from technical teams to C-level executives
- Strategic Thinking: The ability to think strategically about the partnership, identifying long-term growth opportunities while also executing on short-term sales goals
What the job involves
- A critical component of Zuora’s business strategy is growth through our Alliance Partners
- Workday is Zuora’s fastest-growing ISV Alliance Partner, with a focus on pairing Workday’s Financials solution with Zuora Billing and Revenue to deliver the best Quote-to-Financials solution in the market. Zuora is in Workday’s top partnership team, with C-level sponsorship in both companies, and an active footprint globally
- We’re looking for a Global Alliance Manager to lead and grow our strategic sales partnership with Workday. This role is crucial for driving co-sell revenue, expanding market reach, and ensuring the success of our mutual customers
- You’ll be Zuora’s executive-level leader for this partnership, leading the Zuora’s Workday partner team to maximize joint opportunities and exceed our shared growth goals
- Partnership Business Management: This executive is accountable to ensure that Zuora and Workday achieve the goals defined in our Joint Business Plan. These include both co-sell and customer success goals. The manager is responsible for maintaining our comprehensive partnership strategy, outlining the goals of the collaboration, and creating the annual joint business plan that details go-to-market strategies, sales targets, and marketing activities
- Go-to-Market (GTM) Strategy and Execution: This executive is the owner of joint go-to-market strategy. This involves collaborating with marketing teams from both companies to develop and execute integrated marketing campaigns, create joint messaging and value propositions, and participate in industry events and webinars. They ensure that the partnership is effectively communicated to both internal sales teams and the broader market
- Revenue Generation and Pipeline Management: A primary measure of this ISV Alliance jointly booked business. This includes driving co-selling opportunities where both companies’ sales teams work together to close deals, as well as generating leads and referrals. They are responsible for building and managing a robust sales pipeline of partner-sourced or influenced opportunities and are often tasked with specific ACV Bookings targets
- Partnership Enablement: A crucial aspect of this responsibility is partner enablement – providing the global Workday and Zuora teams with the necessary training, resources, and support to effectively sell and market the joint solution
- Partnership Performance Management: To ensure the partnership delivers its growth commitments, the Workday Alliance Manager is responsible for tracking and reporting on key performance indicators (KPIs) – and adjusting execution based on the KPIs
- Alliance Agreement Development: The ability to develop and negotiate partnership agreements, including financial arrangements.
Our take
Over the last two decades the subscription economy has grown exponentially. Many companies are no longer selling "product units" and instead embrace these recurring revenue streams. But, whilst subscription-based businesses are flooding the market, making the transition is far from easy or simple.
Zuora helps companies launch and manage subscription-based businesses. Having started with Zuora Billing, the company have expanded their product portfolio to include Zuora Revenue, Zuora Collect and Zuora Central Platform. It's also gained big-name clients, including Zoom, Ford and Sony.
Set within this fast-growing economy, Zuora has attracted serious investment after its 2018 IPO. This fuelled the company's international expansion, and allowed it to launch consumption-based billing and revenue recognition tools. Most lately, it has been working to integrate AI enhancements into its offering.
Freddie
Company Specialist at Welcome to the Jungle
Insights
0% employee growth in 12 months
Company
Funding (last 2 of 6 rounds)
Mar 2015
$115m
SERIES F
Sep 2013
$50m
SERIES E
Total funding: $242.5m
Company benefits
- Company equity
- Retirement programs
- Medical, dental and vision insurance
- Paid holidays and “wellness” days and company wide winter break
- Generous, flexible time off
- 6 months fully paid parental leave
- Learning & Development stipend
- Opportunities to volunteer and give back, including charitable donation match
- Free resources and support for your mental wellbeing
Company HQ
Redwood Shores, Redwood City, CA
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