At Zuora, we help businesses grow smarter and adapt faster. Our platform powers modern business models — from subscriptions and usage-based pricing to AI-driven and outcome-based offerings — helping companies launch new products, automate complex billing, and unlock predictable, recurring revenue.
We’ve led the Subscription Economy for more than a decade. Now we’re evolving again by building the definitive platform for quote to cash and helping companies monetize their products and services with an adaptable, AI-ready foundation.
The Opportunity- 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.
Responsibilities
- 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.
You may be a great fit if you:
- 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.
Benefits
Zuora offers a comprehensive total rewards package designed to support ZEOs’ wellbeing, growth, and flexibility. While specific offerings may vary by country, we typically provide:
- Competitive compensation, variable bonus and performance-based reward opportunities, and retirement programs
- Medical, dental, and vision insurance
- Generous, flexible time off, plus paid holidays, wellness days, and a company-wide year-end break
- Paid parental leave (including fully paid leave for eligible ZEOs, subject to local policy)
- Learning & development stipend to support ongoing growth
- Opportunities to volunteer and give back, including charitable donation matching where available
- Mental wellbeing resources and support
*Benefits may vary by location; details will be shared during the interview process
#ZEOLife at Zuora
ZEOs (our employees) are empowered to take ownership, challenge the status quo, and make a real impact. We:
- Collaborate deeply across teams and regions
- Learn constantly and iterate often
- Build an inclusive, high-performance culture where people feel inspired, connected, and valued
Think, be and do you.
At Zuora, different perspectives, experiences, and contributions matter — everyone counts.
Zuora is proud to be an Equal Opportunity Employer committed to creating an inclusive environment for all. We do not discriminate on the basis of, and consider individuals seeking employment with Zuora without regard to, race, religion, color, national origin, sex (including pregnancy, childbirth, reproductive health decisions, or related medical conditions), sexual orientation, gender identity, gender expression, age, status as a protected veteran, status as an individual with a disability, genetic information, political views or activity, or other applicable legally protected characteristics.
We encourage candidates from all backgrounds to apply. Applicants in need of special assistance or accommodation during the interview process or in accessing our website may contact us by sending an email to [email protected] (or local equivalent, where applicable).
The pay range details represent the annualized salary range for the posted position and a variable component. While we share a comprehensive range, a candidate’s final base salary will fall within these guidelines and will be determined based on multiple factors including but not limited to: qualifications of the candidate, job related knowledge, prior related experience, specific and unique skills, the location of the role, internal equity and internal budget. Base pay is only one element of Zuora’s Total Rewards Package. Additional elements may also include bonus/variable compensation, equity and comprehensive benefits, more details found here.
Skills Required
- 10+ years of experience in alliance management, partnership management, or a similar role within B2B SaaS.
- Proven track record managing and growing relationships with Global Systems Integrators (GSIs) and global ISV partners.
- Experience working within a co-sell framework with partners.
- Strong understanding of enterprise sales cycles and ability to drive revenue through indirect channels.
- Demonstrated ability to build and scale partner programs and global alliances organizations.
- Excellent cross-functional collaboration skills with Product, Sales, Marketing, Services, Customer Success, and Finance teams.
- Exceptional communication, presentation, and negotiation skills; ability to engage technical teams and C-level executives.
- Strategic thinker able to balance long-term partnership growth with short-term business outcomes.
Zuora Compensation & Benefits Highlights
The following summarizes recurring compensation and benefits themes identified from responses generated by popular LLMs to common candidate questions about Zuora and has not been reviewed or approved by Zuora.
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Parental & Family Support — Parental leave is described as up to six months of fully paid time for all parents globally, signaling a standout family support policy. Feedback suggests this benefit is a prominent part of the package.
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Leave & Time Off Breadth — Time off offerings include flexible or unlimited PTO for U.S. salaried roles, wellness days, and a company‑wide winter break. Feedback suggests the breadth of options supports meaningful time away when teams enable it.
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Equity Value & Accessibility — Equity programs such as RSUs and an ESPP with a discount are highlighted as meaningful components of total rewards. Feedback suggests these ownership programs enhance perceived competitiveness across several roles.
Zuora Insights
What We Do
At Zuora, we do Modern Business. We’re helping people subscribe to new ways of doing business that are better for customers, companies and ultimately the planet. It’s an approach resulting from the shift to the Subscription Economy that puts customers first (building ongoing relationships instead of one-time product sales) and focuses on sustainable growth. Through our leading expertise and multi-product suite, we are transforming all industries and working with the world’s most innovative companies to monetize new business models, nurture subscriber relationships and optimize their digital experiences.
Why Work With Us
As an industry pioneer, our work is constantly evolving and challenging us in new ways that require us to think differently, iterate often and learn constantly. Our people, whom we call “ZEOs" are empowered to take on a mindset of ownership and work together in collaboration to make what’s next possible for our customers, community and the world.
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