VP, Global Alliances

<h3>About Zuora</h3> <p>At Zuora, we help businesses grow smarter and adapt faster. Our platform powers modern business models — from subscriptions and usage-based pricing to AI-driven and outcome-based offerings — helping companies launch new products, automate complex billing, and unlock predictable, recurring revenue.</p> <p>We’ve led the Subscription Economy for more than a decade. Now we’re evolving again by building the definitive platform for quote to cash and helping companies monetize their products and services with an adaptable, AI-ready foundation.</p> <h3> </h3> <h3>The Opportunity</h3> <ul> <li>Reporting to the SVP of Global Sales, the Vice President of Global Alliances will define and execute a global partner ecosystem strategy that accelerates revenue growth, market expansion, and customer success. This leader will build and scale a high-performing global alliances organization responsible for strategic relationships across Global Systems Integrators (GSIs), consulting and advisory firms, technology and ISV partners, cloud providers, regional partners, and other strategic alliances.</li> <li>The VP will own the development and execution of joint go-to-market strategies, co-sell motions, partner-sourced and partner-influenced revenue, partner enablement, and executive-level relationship management. Working cross-functionally with Sales, Marketing, Product, Services, Customer Success, and Finance, this role will ensure partnerships are fully integrated into the company’s growth strategy and operating model.</li> </ul> <p><strong><br>Responsibilities</strong></p> <h4><strong>Alliance Strategy & Growth</strong></h4> <ul> <li>Develop and execute a comprehensive global ecosystem strategy that drives incremental revenue, market share growth, customer acquisition, and retention through strategic partnerships.</li> <li>Build and evolve a differentiated partner program that attracts, enables, and scales high-value partnerships across multiple partner categories, including GSIs, regional SIs, consulting firms, & technology partners.</li> <li>Identify and cultivate next-generation partnerships that expand the company's presence in key industries, geographies, and emerging markets.</li> <li>Establish ecosystem priorities aligned with corporate growth objectives and evolving market opportunities.</li> </ul> <h4><strong>Strategic Alliance Management</strong></h4> <ul> <li>Build and maintain executive-level relationships with key alliance partners to create joint business opportunities and long-term strategic value.</li> <li>Lead joint business planning with strategic partners, establishing shared objectives, revenue targets, investment plans, and success metrics.</li> <li>Negotiate and oversee commercial agreements, partnership frameworks, and governance models that maximize mutual value creation.</li> <li>Drive partner engagement across the entire customer lifecycle, from demand generation and sales to implementation, adoption, and customer success.</li> </ul> <h4><strong>Go-to-Market Leadership</strong></h4> <ul> <li>Collaborate closely with Sales, Marketing, Product, Customer Success, Professional Services, and Operations teams to integrate partners into global go-to-market strategies.</li> <li>Ensure partnerships are embedded within account planning, territory planning, and industry-specific growth initiatives.</li> <li>Develop and execute partner-enabled sales motions that increase pipeline creation, accelerate deal velocity, and improve win rates.</li> <li>Drive adoption of company programs, solutions, and initiatives throughout the partner ecosystem.</li> </ul> <h3> </h3> <h3>About You</h3> <p>You may be a great fit if you:</p> <ul> <li>Have 10+ years of experience in alliance management, partnership management, or a similar role within B2B SaaS.</li> <li>Bring a proven track record of managing and growing relationships with GSIs and global ISV partners, ideally within a co-sell framework.</li> <li>Have a strong understanding of enterprise sales cycles and a demonstrated ability to drive revenue through indirect channels.</li> <li>Excel at cross-functional collaboration and can work effectively with Product & Technology, Sales, Marketing, Services, and Finance teams.</li> <li>Are an exceptional communicator, presenter, and negotiator who can engage audiences ranging from technical teams to C-level executives.</li> <li>Think strategically about long-term partnership growth while also driving short-term business outcomes.</li> </ul> <p> </p> <h3>Benefits</h3> <p> </p> <p>Zuora offers a comprehensive total rewards package designed to support ZEOs’ wellbeing, growth, and flexibility. While specific offerings may vary by country, we typically provide:</p> <ul> <li>Competitive compensation, variable bonus and performance-based reward opportunities, and retirement programs</li> <li>Medical, dental, and vision insurance</li> <li>Generous, flexible time off, plus paid holidays, wellness days, and a company-wide year-end break</li> <li>Paid parental leave (including fully paid leave for eligible ZEOs, subject to local policy)</li> <li>Learning & development stipend to support ongoing growth</li> <li>Opportunities to volunteer and give back, including charitable donation matching where available</li> <li>Mental wellbeing resources and su