Sr Partner Account Manager

Zuora

9h

About The Position

Zuora's Sales Alliances organization is a critical growth engine, expanding our reach and impact through a global ecosystem of cloud, technology, SI, and channel partners. As a Sr Partner Account Manager, you will own and grow a portfolio of strategic partners, driving sourced and influenced pipeline, joint wins, and long-term, recurring revenue.

In this role, you will:
Define and execute joint business plans with priority partners, aligning on target accounts, solutions, and routes to market that accelerate Zuora’s growth and deepen our footprint in key segments.
Drive revenue through co-selling, leading partner pipeline reviews, deal strategy, and executive alignment to unlock multi-year, multi-product opportunities.
Scale partner productivity by enabling partner sales and technical teams on Zuora’s platform, repeatable plays, and differentiated value in the Subscription Economy.
Act as the voice of the partner internally, collaborating closely with Sales, Marketing, Product, Customer Success, and RevOps to remove friction and ensure partners can easily build, market, and sell with Zuora.
Over your first 12–18 months, success looks like: building 2–3 flagship partner growth stories, consistently exceeding partner-sourced and influenced pipeline targets, and establishing a predictable operating rhythm across your partner portfolio.

Requirements

• 8–12+ years of experience in partner / alliances, channel sales, or strategic business development in B2B SaaS or enterprise software, ideally within a complex, multi-product environment.
• Track record of exceeding sourced and influenced revenue goals through cloud, ISV, SI, or channel partnerships.
• Adept at joint business planning, including defining shared targets, routes to market, and investment priorities with partner executives.
• Excel at co-selling and deal orchestration, from early opportunity identification through negotiation and close, in partnership with direct Sales teams.
• Comfortable working across matrixed organizations, influencing without authority and aligning multiple stakeholders (Sales, Marketing, Product, Finance, Legal, Operations).
• Strong commercial and financial acumen, enabling you to assess partner economics, structure win–win motions, and prioritize where to invest.
• Communicate clearly with both technical and business audiences, and can translate Zuora’s platform capabilities into compelling value propositions for partners and joint customers.
• Thrive in evolving environments where you balance strategy and execution, test new approaches, and iterate quickly based on data and feedback.

Nice To Haves

• Experience building or scaling partner programs with major cloud or SaaS platforms (e.g., hyperscalers, large SIs, or global ISVs).
• Familiarity with subscription, usage-based, or modern monetization models.
• Prior experience supporting multiple routes to market (direct, channel, marketplace, OEM, or co-sell) across regions.

Responsibilities

• Define and execute joint business plans with priority partners, aligning on target accounts, solutions, and routes to market that accelerate Zuora’s growth and deepen our footprint in key segments.
• Drive revenue through co-selling, leading partner pipeline reviews, deal strategy, and executive alignment to unlock multi-year, multi-product opportunities.
• Scale partner productivity by enabling partner sales and technical teams on Zuora’s platform, repeatable plays, and differentiated value in the Subscription Economy.
• Act as the voice of the partner internally, collaborating closely with Sales, Marketing, Product, Customer Success, and RevOps to remove friction and ensure partners can easily build, market, and sell with Zuora.
• Work side-by-side with Sales leaders and Account Executives to build joint territory and account plans with partners.
• Partner closely with Marketing on partner campaigns, co-marketing, and events that drive awareness, pipeline, and expansion.
• Collaborate with Solution Engineering and Product to define differentiated, repeatable solutions and industry plays with key partners.
• Coordinate with RevOps, Finance, and Legal on partner-facing processes, agreements, and reporting that support scale and data integrity.

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: Senior
• Education Level: No Education Listed
• Number of Employees: 501-1,000 employees