Vice President of Global Alliances, Zuora
$270-450k
OTE
+ Variable bonus and performance-based reward opportunities
Office located in Foster City, CA
Cloud-based subscription management
Open for applications
Cloud-based subscription management
1001+ employees
Open for applications
$270-450k
OTE
+ Variable bonus and performance-based reward opportunities
Office located in Foster City, CA
1001+ employees
Company mission
To help you build and run an amazing subscription business.
Role
Who you are
- Have 10+ years of experience in alliance management, partnership management, or a similar role within B2B SaaS
- Bring a proven track record of managing and growing relationships with GSIs and global ISV partners, ideally within a co-sell framework
- Have a strong understanding of enterprise sales cycles and a demonstrated ability to drive revenue through indirect channels
- Excel at cross-functional collaboration and can work effectively with Product & Technology, Sales, Marketing, Services, and Finance teams
- Are an exceptional communicator, presenter, and negotiator who can engage audiences ranging from technical teams to C-level executives
- Think strategically about long-term partnership growth while also driving short-term business outcomes
What the job involves
- Reporting to the SVP of Global Sales, the Vice President of Global Alliances will define and execute a global partner ecosystem strategy that accelerates revenue growth, market expansion, and customer success. This leader will build and scale a high-performing global alliances organization responsible for strategic relationships across Global Systems Integrators (GSIs), consulting and advisory firms, technology and ISV partners, cloud providers, regional partners, and other strategic alliances
- The VP will own the development and execution of joint go-to-market strategies, co-sell motions, partner-sourced and partner-influenced revenue, partner enablement, and executive-level relationship management. Working cross-functionally with Sales, Marketing, Product, Services, Customer Success, and Finance, this role will ensure partnerships are fully integrated into the company’s growth strategy and operating model
- Develop and execute a comprehensive global ecosystem strategy that drives incremental revenue, market share growth, customer acquisition, and retention through strategic partnerships
- Build and evolve a differentiated partner program that attracts, enables, and scales high-value partnerships across multiple partner categories, including GSIs, regional SIs, consulting firms, & technology partners
- Identify and cultivate next-generation partnerships that expand the company’s presence in key industries, geographies, and emerging markets
- Establish ecosystem priorities aligned with corporate growth objectives and evolving market opportunities
- Build and maintain executive-level relationships with key alliance partners to create joint business opportunities and long-term strategic value
- Lead joint business planning with strategic partners, establishing shared objectives, revenue targets, investment plans, and success metrics
- Negotiate and oversee commercial agreements, partnership frameworks, and governance models that maximize mutual value creation
- Drive partner engagement across the entire customer lifecycle, from demand generation and sales to implementation, adoption, and customer success
- Collaborate closely with Sales, Marketing, Product, Customer Success, Professional Services, and Operations teams to integrate partners into global go-to-market strategies
- Ensure partnerships are embedded within account planning, territory planning, and industry-specific growth initiatives
- Develop and execute partner-enabled sales motions that increase pipeline creation, accelerate deal velocity, and improve win rates
- Drive adoption of company programs, solutions, and initiatives throughout the partner ecosystem
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
Salary benchmarks
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