Senior Manager of Customer Solution Engineering, Zuora
+ Variable bonus and performance reward
More information about location
3+ days a week in office
Cloud-based subscription management
Be an early applicant
Cloud-based subscription management
1001+ employees
Be an early applicant
+ Variable bonus and performance reward
More information about location
3+ days a week in office
1001+ employees
Company mission
To help you build and run an amazing subscription business.
Role
Who you are
- Proven experience managing a large, diversified customer portfolio
- Compelling leader who can effectively develop trust to supportively coach and drive team motivation
- Strong track record partnering with senior sales leadership and influencing outcomes at the executive level
- Background in technical sales, sales engineering, customer engineering, or enterprise SaaS environments
- Solid understanding of SaaS software and recurring revenue business models
- Experience in billing, revenue recognition and the order to cash (OTC) space
What the job involves
- This role sits at the intersection of sales strategy, technical leadership, and strategic customer engagement, acting as the technical counterpart to Regional Sales leader while building a world-class Customer Solution Engineering team
- You will partner closely across our GTM, Product & Technology, and other organizations to drive new ACV and Net Dollar Retention from the customer base and new prospects
- Partner directly with a Regional Vice President of Sales, and act as their technical counterpart
- Lead the team through execution of sales campaigns for strategic and enterprise-level customers; comfortable leading by example and getting hands-on in deals
- Guide teams to articulate business and technical value across quote-to-cash, billing, and revenue use cases
- Develop and implement innovative value-selling approaches adapted to Zuora’s growing customer base
- Build trust-based relationships at the executive level with customers, engaging as a technical thought partner
- Support development and management of a pipeline of strategic customer engagement opportunities, including customer workshops and QBRs, aligning on target selection, supporting execution & ongoing, outcome-based follow-through
- Drive disciplined execution across renewals and long-term customer success initiatives; including ownership for renewal forecast accuracy
- Hire, lead, coach, and motivate a high-performing Customer Solution Engineering team
- Build a strong consultative selling and technical advisory culture rooted in expertise across quote-to-cash, subscription billing, revenue recognition, and enterprise architecture
- Provide ongoing feedback, coaching, and enablement around discovery, demos, value selling, and technical execution in the field to drive career development
- Work cross-functionally with Sales, Global Services, Product & Technology, & Customer Support to drive sustainable growth and long-term customer partnerships
Salary benchmarks
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 has expanded its 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. 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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