Senior Partner Account Manager, Zuora

• You are a strategic, revenue-minded partner leader who knows how to turn alliances into measurable growth. You combine executive presence with operational rigor and are comfortable navigating both boardroom conversations and detailed deal reviews
• Have 8–12+ years of experience in partner / alliances, channel sales, or strategic business development in B2B SaaS or enterprise software, ideally within a complex, multi-product environment
• Bring a track record of exceeding sourced and influenced revenue goals through cloud, ISV, SI, or channel partnerships
• Are adept at joint business planning, including defining shared targets, routes to market, and investment priorities with partner executives
• Excel at co-selling and deal orchestration, from early opportunity identification through negotiation and close, in partnership with direct Sales teams
• Are comfortable working across matrixed organizations, influencing without authority and aligning multiple stakeholders (Sales, Marketing, Product, Finance, Legal, Operations)
• Have strong commercial and financial acumen, enabling you to assess partner economics, structure win–win motions, and prioritize where to invest
• Communicate clearly with both technical and business audiences, and can translate Zuora’s platform capabilities into compelling value propositions for partners and joint customers
• Thrive in evolving environments where you balance strategy and execution, test new approaches, and iterate quickly based on data and feedback

Desirable

• Zuora’s Sales Alliances organization is a critical growth engine, expanding our reach and impact through a global ecosystem of cloud, technology, SI, and channel partners
• As a Sr Partner Account Manager, you will own and grow a portfolio of strategic partners, driving sourced and influenced pipeline, joint wins, and long-term, recurring revenue
• Define and execute joint business plans with priority partners, aligning on target accounts, solutions, and routes to market that accelerate Zuora’s growth and deepen our footprint in key segments
• Drive revenue through co-selling, leading partner pipeline reviews, deal strategy, and executive alignment to unlock multi-year, multi-product opportunities
• Scale partner productivity by enabling partner sales and technical teams on Zuora’s platform, repeatable plays, and differentiated value in the Subscription Economy
• Act as the voice of the partner internally, collaborating closely with Sales, Marketing, Product, Customer Success, and RevOps to remove friction and ensure partners can easily build, market, and sell with Zuora
• Over your first 12–18 months, success looks like: building 2–3 flagship partner growth stories, consistently exceeding partner-sourced and influenced pipeline targets, and establishing a predictable operating rhythm across your partner portfolio
• The Alliances team sits at the intersection of Sales, Marketing, and Product, and is responsible for building and scaling a global ecosystem that extends Zuora’s reach, accelerates deal cycles, and deepens customer value
• Work side-by-side with Sales leaders and Account Executives to build joint territory and account plans with partners
• Partner closely with Marketing on partner campaigns, co-marketing, and events that drive awareness, pipeline, and expansion
• Collaborate with Solution Engineering and Product to define differentiated, repeatable solutions and industry plays with key partners
• Coordinate with RevOps, Finance, and Legal on partner-facing processes, agreements, and reporting that support scale and data integrity
• The team operates with a high bar for collaboration, execution, and transparency, with regular partner pipeline reviews, QBRs, and shared metrics to ensure we are all rowing in the same direction. You’ll have opportunities to grow your scope across regions, partner types, and strategic initiatives as Zuora’s ecosystem continues to expand