Sr Partner Account Manager

Company Overview

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.

The Team Role

The North American Alliances organization at Zuora provides leadership developing partnerships with our System Integrators such as Accenture, PwC and Deloitte and Technology Ecosystem Partners such as AWS and Adobe. The "Partner Account Manager" (PAM) is responsible for driving the development, management and ultimate success of one or more of these partnerships, focusing on Business Development and Lead generation. Zuora is transforming the Subscription Billing Revenue Recognition industry and alignment of partners with Zuora’s regional sales and services teams is a critical focus.

The PAM is responsible for managing our GSI/RSI alliances in-region supporting the Go-To-Market (GTM) plan, regional sales team alignment, and service delivery quality. The PAM’s responsibility will be to develop and drive the execution of revenue-driving programs, and for evangelizing Zuora’s value proposition within the partner organizations and facilitating the partner’s value proposition within Zuora and affiliated companies. Key to the position is effective collaboration with multiple cross-functional stakeholders, including sales, alliances, marketing, customer success, services and product organizations

In this role you’ll get to

• Build a deep map of relationships with our directly aligned practice leader(s), as well as influencers, Directors, BD Reps, and partners within each of your named partner accounts.
• Set goals for the partners and gain commitments on the specific set of tasks and resources the partner will commit, and continue to hold them accountable in a way that collaboratively helps them grow their practice.
• Measure and drive pipeline with meetings that are BD focused no less than on a weekly basis
• Identify target accounts and drive accounting mapping as part of the pipeline development process
• Work closely with the regional sales team members to execute GTM plans and develop, deliver on specific partner/sales targets, driving certification growth and delivering customer success.
• Take partner sales plays, offerings and industry assets/solutions to specific markets for local execution and engagement with our Zuora field sales teams and Zuora Industries.
• Ensure that partners are gaining expertise and certifications in key implementation roles. Work collaboratively with Zuora Partner Delivery Success to ensure that the partner’s project and go-live process drive high satisfaction and net promoter scores.

Who we’re looking for

• 5+ years in a channel sales or channel management roles focused on multiple partner types including GSI’s like Accenture, Deloitte, PwC as well as boutique and regional SI’s found in the SaaS ecosystem.
• Extensive external industry network with 3-5 years of SaaS based solutions and CRM/ERP partner channel sales experience.
• Enterprise software sales experience, proven track record of closed deals
• Excellent written, verbal communication and presentation skills including the ability to build effective presentations.
• Excellent at building relationships both externally with Partners and potential customers and internally within the organization, utilizing the benefits of cross-functional team collaborations.
• Proven ability to build, lead and execute strategy in a cross-functional environment.
• Able to focus and execute in a changing environment; ability to make things happen and iterate solutions as needed.
• Must be a self-starter who truly enjoys working in a fast-paced software start-up environment, with great internal drive to accomplish results.
• Experience, either working directly at large ecosystems as Workday, Oracle, SAP or within their partners is preferential.
• Experience in Subscription Billing Revenue Recognition is a plus.
• Able to travel to see our partners where they work
• Location: San Francisco Bay Area, or major US metropolitan area
• BS in computer science or engineering preferred; MBA a plus

#ZEOLife at Zuora

As an industry pioneer, our work is constantly evolving and challenging us in new ways that require us to think differently, iterate often and learn constantly—it’s exciting. Our people, whom we refer to as “ZEOs" are empowered to take on a mindset of ownership and make a bigger impact here. Our teams collaborate deeply, exchange different ideas openly and together we’re making what’s next possible for our customers, community and the world.

As part of our commitment to building an inclusive, high-performance culture where ZEOs feel inspired, connected and valued, we support ZEOs with:

• Competitive compensation, corporate bonus program and performance rewards, company equity 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

Specific benefits offerings may vary by country and can be viewed in more detail during your interview process.

Location Work Arrangements

Organizations and teams at Zuora are empowered to design efficient and flexible ways of working, being intentional about scheduling, communication, and collaboration strategies that help us achieve our best results. In our dynamic, globally distributed company, this means balancing flexibility and responsibility — flexibility to live our lives to the fullest, and responsibility to each other, to our customers, and to our shareholders. For most roles, we offer the flexibility to work both remotely and at Zuora offices.

Our Commitment to an Inclusive Workplace

Think, be and do you! At Zuora, different perspectives, experiences and contributions matter. Everyone counts. Zuora is proud to be an Equal Opportunity Employer committed to creating an inclusive environment for all.

Zuora does not discriminate on the basis of, and considers individuals seeking employment with Zuora without regards to, race, religion, color, national origin, sex (including pregnancy, childbirth, reproductive health decisions, or related medical conditions), sexual orientation, gender identity, gender expression, age, status as a protected veteran, status as an individual with a disability, genetic information, political views or activity, or other applicable legally protected characteristics.

We encourage candidates from all backgrounds to apply. Applicants in need of special assistance or accommodation during the interview process or in accessing our website may contact us by sending an email to assistance(at)zuora.com.