Regional Alliances Manager

Zuora • Foster City, CA

9h • Remote

About The Position

As a Regional Alliances Manager, North America, you will translate Zuora’s strategic partner ecosystem into tangible pipeline and revenue across the region. You’ll be the connective tissue between global alliance leaders, regional sales, and partners like PwC, Deloitte and key regional systems integrators & technology partners — ensuring joint opportunities are well-structured, visible in Salesforce, and progressing with clear next steps.

Requirements

• Experience in alliances, channel, or partner management within B2B SaaS or enterprise technology, ideally in revenue-focused or sales-adjacent roles.
• Strong partner and stakeholder management skills: ability to balance partner interests with sales priorities, create joint value propositions, and keep everyone aligned through clear communication and follow-through.
• Track record of driving pipeline and bookings through partners — including sourcing new opportunities, influencing existing deals, and ensuring accurate attribution.
• Highly proficient in Salesforce, Google Sheets and AI tools, and comfortable using data, dashboards, and trackers to drive decisions and cadences.
• Ability to balance strategy and execution: define partner plays and priorities, then clean up data, update dashboards, and prepare materials for pipeline calls.
• Naturally organized and detail-oriented, with a bias for action: keep next steps clear, data clean, and stakeholders informed.
• Enjoy serving as the “face of Alliances” for sales in your region, building trust through reliability, expertise, and proactive communication.

Nice To Haves

• Experience working with or for large consultancies or SIs (e.g., Big 4, regional SIs) in go-to-market or delivery contexts.
• Familiarity with quote-to-cash, billing, revenue recognition, or ERP/finance transformation programs.
• Exposure to AI or automation use cases in sales, operations, or partner management workflows.

Responsibilities

• Drive partner-sourced and partner-influenced pipeline by aligning the right partners to the right opportunities, coordinating joint pursuits, and tracking outcomes in a disciplined way.
• Own the operational backbone of alliances in NA, including partner-related Salesforce processes, dashboards, and Google Sheets that underpin reporting, attribution, and executive visibility into partner performance.
• Help AEs understand and leverage the partner footprint in their territories, making it easy for sales to know which partner to bring into which deal, when, and why.
• Establish reliable regional cadences with priority partners, tighten data quality and attribution, and become the go-to expert for “what’s happening with partners in this account, segment, or region.”
• Capture and track partner referrals and partner-sourced opportunities, ensuring accurate tagging, updates, and communication back to partners.
• Run or co-run pipeline and alignment cadences with these partners, keeping joint pipelines current and actions clearly assigned.
• Support Global Alliance Directors by turning strategic plans into regional execution: account mapping, opportunity identification, and cadence management.
• Lead or support account and initiative mapping for priority accounts and programs, consolidating internal and partner intel into actionable pursuit lists.
• Build concise partner briefs and materials that articulate the partner story, their role in pursuits, and how teaming will work.
• Help manage joint pipeline calls and QBRs, ensuring data is accurate, agendas are structured, and next steps are captured.
• Own the hygiene of partner-related fields on opportunities (and, where needed, accounts), ensuring clean attribution for partner-sourced and partner-influenced deals.
• Create, maintain, and refine Salesforce reports and dashboards used by AEs, RVPs, and alliance leadership to monitor partner performance and pipeline.
• Run or support internal partner pipeline reviews, surfacing key deals, risks, and actions for the region.
• Lead or support data clean-up, mass uploads, and attribution audits, working with RevOps and other stakeholders to maintain data quality.
• Partner with Marketing, BD, and Product to share partner and account insights that inform campaigns, content, and joint initiatives.
• Provide training and enablement for AEs and other internal stakeholders on alliances dashboards, reports, and partner engagement processes.
• Help prepare and support partner QBRs, regional plans, and program reviews, contributing clear data and narratives that highlight alliances impact.

Benefits

• 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

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Education Level: No Education Listed
• Number of Employees: 501-1,000 employees