VP, Global Alliances

The role

You will define and run Zuora's global partner ecosystem strategy to grow revenue, expand markets and support customers. You will lead a global alliances team and manage relationships with global systems integrators, consulting firms, technology partners and cloud providers.

What you will do

• Develop and execute a global ecosystem strategy for incremental revenue, market share and customer retention.
• Build and evolve a partner program that attracts and scales high-value partnerships across partner categories.
• Identify and cultivate new partnerships in key industries, geographies and emerging markets.
• Build and maintain executive-level relationships with key alliance partners.
• Lead joint business planning with shared objectives, revenue targets and success metrics.
• Negotiate and oversee commercial agreements and partnership governance models.
• Drive partner engagement across the customer lifecycle, from demand generation to customer success.
• Integrate partners into global go-to-market strategies with Sales, Marketing, Product, Services and Finance.
• Develop partner-enabled sales motions that increase pipeline and win rates.

Required qualifications

• 10+ years of experience in alliance management, partnership management or a similar role within B2B SaaS.
• Track record of managing and growing relationships with GSIs and global ISV partners, ideally within a co-sell framework.
• Strong understanding of enterprise sales cycles and driving revenue through indirect channels.
• Excellent cross-functional collaboration skills.
• Exceptional communicator, presenter and negotiator who can engage technical teams and C-level executives.
• Strategic thinking about long-term partnership growth alongside short-term business outcomes.

Benefits

• Competitive compensation, variable bonus and performance-based rewards, and retirement programs
• Medical, dental and vision insurance
• Generous flexible time off, paid holidays, wellness days and a company-wide year-end break
• Paid parental leave, subject to local policy
• Learning and development stipend
• Volunteer opportunities and charitable donation matching where available
• Mental wellbeing resources and support

About the company

Zuora helps businesses adopt subscription, usage-based and outcome-based pricing models and automate billing and quote-to-cash. The company has led the Subscription Economy for more than a decade.