Sr Product Marketing Manager, GSI & Ecosystem GTM

Zuora•Foster City, CA

About The Position

We’re seeking a Senior Product Marketing Manager to make the Zuora platform easy to sell and buy through non-direct channels, with an initial focus on PwC, Deloitte, and Workday. In this role, you will translate the Zuora platform into repeatable plays and solutions that partners can confidently use. You will work closely with Alliances, Product, Sales, and partner teams to define what we take to market together, how we package it, and how we enable both Zuora and partner sellers to win. This is not a field or channel marketing execution role. It is a strategic PMM role focused on building partner-ready solutions, offers, and go-to-market motions.

Requirements

6–8+ years of experience in B2B SaaS product marketing, solution marketing, or ecosystem/partner PMM
Meaningful experience supporting indirect or channel motions across GSIs, ISVs, marketplaces, or strategic alliances
Proven success turning platform capabilities into partner-sellable solutions and bringing joint offers to market beyond MDF or event-driven activities
A strong understanding of enterprise sales cycles and partner-led programs, including how GSIs and ISVs influence or lead transformation initiatives
Strong storytelling and executive communication skills, with the ability to work effectively with C-level stakeholders at Zuora and across partner organizations
A demonstrated ability to work highly cross-functionally across Alliances, Product, Sales, Customer Success, and Marketing
Experience using data and qualitative insight, including pipeline performance, partner feedback, and win/loss analysis, to prioritize plays, refine offers, and adjust go-to-market strategy

Nice To Haves

Experience with AI-, data-, or usage-based monetization plays
Building offers in cloud marketplaces

Responsibilities

Build repeatable joint solutions and plays with Alliances and partner practice leads, including accelerators, assessments, reference architectures, implementation blueprints, and vertical solutions
Define target customers, use cases, and outcomes for each play, including problem statements, success metrics, and proof points
Map joint solutions to repeatable land and expand motions that partners can run consistently
Drive co-sell and sell-through readiness by enabling Zuora and partner sellers on when and how to position Zuora through partners
Create partner- and field-facing enablement such as decks, one-pagers, battlecards, solution briefs, talk tracks, and short-form assets tailored to partner use
Support strategic pursuits with customized narratives and executive-level storylines for complex opportunities where partners are prime or co-prime
Partner with Global Alliances to define partner tiers, focus areas, and goals across pipeline, ACV, product attach, and marketplace contribution
Shape joint business plans by region and industry, including marketplace programs and shared success metrics
Act as the voice of the ecosystem by bringing partner, customer, and market insight back into Product, PMM, and Sales
Help inform roadmap, pricing and packaging, and future joint offers based on partner feedback, deal patterns, and win/loss insights
Contribute selectively to thought leadership and co-marketing content that reinforces Zuora’s role in partner-led monetization and finance transformation

Benefits

Competitive compensation
Variable bonus and performance-based reward opportunities
Retirement programs
Medical, dental, and vision insurance
Generous, flexible time off
Paid holidays
Wellness days
Company-wide year-end break
Paid parental leave (including fully paid leave for eligible ZEOs, subject to local policy)
Learning & development stipend
Opportunities to volunteer and give back
Charitable donation matching
Mental wellbeing resources and support