Sr Director, Global Alliances

Company Overview

At Zuora, we do Modern Business. We’re helping people subscribe to new ways of doing business that are better for people, companies and ultimately the planet. It’s an approach resulting from the shift to the Subscription Economy that puts customers first by building recurring 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.

The Team & Role

A critical component of Zuora’s business strategy is growth through our Alliance Partners.  Workday is Zuora’s fastest-growing ISV Alliance Partner, with a focus on pairing Workday’s Financials solution with Zuora Billing and Revenue to deliver the best Quote-to-Financials solution in the market.  Zuora is in Workday’s top partnership team, with C-level sponsorship in both companies, and an active footprint globally.

We're looking for a Global Alliance Manager to lead and grow our strategic sales partnership with Workday. This role is crucial for driving co-sell revenue, expanding market reach, and ensuring the success of our mutual customers. You'll be Zuora’s executive-level leader for this partnership, leading the Zuora’s Workday partner team to maximize joint opportunities and exceed our shared growth goals.

This is a role that is based out of the San Francisco Bay area, and requires working in the office 3-4 days / week.  Primary work location Zuora’s Redwood Shores, CA headquarters; with secondary location at Workday’s Pleasanton, CA headquarters.

This role requires ability to travel as needed for partner meetings, events, and Zuora company functions.

What you’ll do

• Partnership Business Management:  This executive is accountable to ensure that Zuora and Workday achieve the goals defined in our Joint Business Plan.  These include both co-sell and customer success goals.  The manager is responsible for maintaining our comprehensive partnership strategy, outlining the goals of the collaboration, and creating the annual joint business plan that details go-to-market strategies, sales targets, and marketing activities.
• Go-to-Market (GTM) Strategy and Execution: This executive is the owner of  joint go-to-market strategy. This involves collaborating with marketing teams from both companies to develop and execute integrated marketing campaigns, create joint messaging and value propositions, and participate in industry events and webinars. They ensure that the partnership is effectively communicated to both internal sales teams and the broader market.
• Revenue Generation and Pipeline Management: A primary measure of this ISV Alliance jointly booked business.  This includes driving co-selling opportunities where both companies' sales teams work together to close deals, as well as generating leads and referrals. They are responsible for building and managing a robust sales pipeline of partner-sourced or influenced opportunities and are often tasked with specific ACV Bookings targets.
• Partnership  Enablement: A crucial aspect of this responsibility is partner enablement – providing the global Workday and Zuora teams with  the necessary training, resources, and support to effectively sell and market the joint solution.
• Partnership Performance Management: To ensure the partnership delivers its growth commitments, the Workday Alliance Manager is responsible for tracking and reporting on key performance indicators (KPIs) - and adjusting execution based on the KPIs.
• Alliance Agreement Development: The ability to develop and negotiate partnership agreements, including financial arrangements..

Your experience

• Experience: 10+ years of experience in alliance management, partnership management, or a similar role, specifically within the B2B SaaS industry.
• ISV Partnership Knowledge: Proven track record of managing and growing relationships with large, global ISVs, preferably within a co-sell framework.
• Sales Acumen: Strong understanding of enterprise sales cycles and a demonstrated ability to drive revenue through indirect channels.

Domain Experience:  Experience in the enterprise financial software domain is strongly desired.  Direct working knowledge of the Workday Financials ecosystem is a strong plus.Drive Cross-Functional Collaboration: Facilitate effective communication and collaboration with Zuora’s Product & Technology, Sales, Marketing, Services, and Finance teams

• Communication & Interpersonal Skills: Exceptional communication, presentation, and negotiation skills. You must be comfortable engaging with a wide range of audiences, from technical teams to C-level executives.
• Strategic Thinking: The ability to think strategically about the partnership, identifying long-term growth opportunities while also executing on short-term sales goals.

Location: A candidate in the San Francisco Bay Area is highly desirable, for ability to be at both Zuora and Workday headquarters locations regularly during the week.

#ZEOLife at Zuora

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—it’s exciting. Our people, whom we refer to as “ZEOs" are empowered to take on a mindset of ownership and make a bigger impact here. Our teams collaborate deeply, exchange different ideas openly and together we’re making what’s next possible for our customers, community and the world. 

As part of our commitment to building an inclusive, high-performance culture where ZEOs feel inspired, connected and valued, we support ZEOs with:

• Competitive compensation, variable bonus and performance reward opportunities, and retirement programs
• Medical, dental and vision insurance
• Generous, flexible time off 
• Paid holidays, “wellness” days and company wide end of year break
• 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  

Specific benefits offerings may vary by country and can be viewed in more detail during your interview process.

Our Commitment to an Inclusive Workplace

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.

Zuora does not discriminate on the basis of, and considers individuals seeking employment with Zuora without regards 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 assistance(at)zuora.com.