Sr Director, Global Alliances

Zuora • Redwood City, CA

87d • $197,200 - $295,800

About The Position

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. 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.

Requirements

• 10+ years of experience in alliance management, partnership management, or a similar role, specifically within the B2B SaaS industry.
• Proven track record of managing and growing relationships with large, global ISVs, preferably within a co-sell framework.
• Strong understanding of enterprise sales cycles and a demonstrated ability to drive revenue through indirect channels.
• Experience in the enterprise financial software domain is strongly desired.
• Direct working knowledge of the Workday Financials ecosystem is a strong plus.
• Facilitate effective communication and collaboration with Zuora’s Product & Technology, Sales, Marketing, Services, and Finance teams.
• Exceptional communication, presentation, and negotiation skills.
• Ability to think strategically about the partnership, identifying long-term growth opportunities while also executing on short-term sales goals.

Nice To Haves

• Experience in the enterprise financial software domain.
• Direct working knowledge of the Workday Financials ecosystem.

Responsibilities

• Accountable to ensure that Zuora and Workday achieve the goals defined in our Joint Business Plan, including co-sell and customer success goals.
• 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.
• Owner of joint go-to-market strategy, 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.
• Drive co-selling opportunities where both companies' sales teams work together to close deals, as well as generating leads and referrals.
• Build and manage a robust sales pipeline of partner-sourced or influenced opportunities and are often tasked with specific ACV Bookings targets.
• Provide the global Workday and Zuora teams with the necessary training, resources, and support to effectively sell and market the joint solution.
• Track and report on key performance indicators (KPIs) to ensure the partnership delivers its growth commitments.
• Develop and negotiate partnership agreements, including financial arrangements.

Benefits

• 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.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Number of Employees: 1,001-5,000 employees