Sr Partner Account Manager

Senior Partner Account Manager (GSI's & ISV) 

Company Overview

At Zuora, we power the companies leading the Subscription Economy. From SaaS and media to manufacturing and telecom, the world’s most innovative brands rely on Zuora to monetize recurring revenue, launch new business models, and transform how they engage their customers.

Following strong growth in EMEA  we are doubling down on partner-led sales as a core revenue engine.

The Role

We are hiring a senior partner account manager  (London Based) a sales-led individual contributor responsible for driving partner-sourced revenue and co-sell execution across the EMEA region.

This is a front-line commercial role, not a program management position.

You will:

• Create and close pipeline through partners
  
  
• Drive joint sales execution on strategic enterprise deals
  
  
• Align partners directly to territory sales priorities
  
  
• Position Zuora as a core monetization platform within partner-led transformations
  
  

You will work closely with GSIs (PwC, Deloitte, Accenture), Workday ecosystem partners, and strategic tech alliances (Salesforce, Microsoft, Adobe) to generate and win business.

Your success is measured by revenue—not activity.

What You’ll Do

Drive Revenue Through Partners

• Own and deliver partner-sourced ACV targets
  
  
• Generate pipeline by co-selling with partners on named accounts
  
  
• Identify, shape, and progress joint opportunities from early stage to close
  
  
• Actively participate in deals—this is not a referral model
  
  

Lead Joint Sales Execution

• Align with Account Executives on territory and account priorities
  
  
• Build and execute joint account plans with partners
  
  
• Engage in deal strategy, qualification, and progression
  
  
• Ensure partners are positioned to accelerate deal velocity and increase win rates
  
  

Build a High-Impact Partner Ecosystem

• Develop strategic relationships with key SI and consulting partners
  
  
• Influence partners to prioritize Zuora in their sales motions
  
  
• Help partners build repeatable Zuora-led offerings that drive pipeline
  
  
• Focus on quality over quantity—high-impact partners that generate revenue
  
  

Accelerate Enterprise Deals

• Engage directly with C-level stakeholders alongside partners
  
  
• Position Zuora within large-scale transformation programs
  
  
• Partner with Solution Engineering and Services to win complex deals
  
  

Own Forecast & Commercial Discipline

• Maintain accurate forecasts for partner-sourced and influenced pipeline
  
  
• Track partner contribution to bookings and pipeline health
  
  
• Drive accountability across partner and internal teams to deliver results
  
  

What Makes This Role Exciting

• You are at the center of Zuora’s revenue growth strategy in Northern Europe
  
  
• You directly influence and close high-value enterprise deals
  
  
• You leverage a powerful partner ecosystem to scale your impact
  
  
• You operate in a high-visibility, high-impact sales role
  
  
• You build a partner-driven pipeline engine from the front line
  
  

You are a revenue leader through the partner channel.

What You’ll Need to Be Successful

• 10+ years in enterprise SaaS sales, alliances, or partner-led selling roles
  
  
• Proven track record of closing or driving revenue through partners
  
  
• Strong experience working with GSIs (PwC, Deloitte, Accenture, EY, etc.) and Workday
  
  
• Deep understanding of co-sell motions and enterprise deal cycles
  
  
• Ability to engage and influence C-level stakeholders
  
  
• Strong pipeline generation and deal qualification skills
  
  
• Commercial rigor in forecasting and territory execution
  
  
• Experience in Northern European markets
  
  

Your Profile

You are:

• A sales-first operator who thrives on closing deals
  
  
• Commercially aggressive with a focus on pipeline and revenue creation
  
  
• Highly collaborative but able to drive outcomes without authority
  
  
• Strategic in account targeting, but hands-on in execution
  
  
• Comfortable in complex, multi-stakeholder enterprise environments
  
  
• Energized by partner-led selling and ecosystem leverage
  
  

You see partnerships as a force multiplier for winning business—not a coordination exercise.

Success Metrics

• Partner-sourced and influenced ACV vs. target
  
  
• Pipeline generated through partners
  
  
• Joint deal win rates and deal velocity
  
  
• Strategic account penetration via partner ecosystem
  
  
• Contribution to overall regional revenue growth
  
  

#ZEOLife at Zuora

At Zuora, we think like owners. We move fast, operate with accountability, and win together.

You’ll work alongside Sales, Solution Engineering, Services, and Partners to drive real commercial outcomes—not just build programs.