About Zuora

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.

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.

The Opportunity

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.

About You

You are a strategic, revenue-minded partner leader who knows how to turn alliances into measurable growth. You combine executive presence with operational rigor and are comfortable navigating both boardroom conversations and detailed deal reviews.

You may be a great fit if you:

• Have 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.
• Bring a track record of exceeding sourced and influenced revenue goals through cloud, ISV, SI, or channel partnerships.
• Are 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.
• Are comfortable working across matrixed organizations, influencing without authority and aligning multiple stakeholders (Sales, Marketing, Product, Finance, Legal, Operations).
• Have 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 have (but not required):

• 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.

About the Team

The Alliances team sits at the intersection of Sales, Marketing, and Product, and is responsible for building and scaling a global ecosystem that extends Zuora’s reach, accelerates deal cycles, and deepens customer value.

As a Sr Partner Account Manager, you will:

• 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.

The team operates with a high bar for collaboration, execution, and transparency, with regular partner pipeline reviews, QBRs, and shared metrics to ensure we are all rowing in the same direction. You’ll have opportunities to grow your scope across regions, partner types, and strategic initiatives as Zuora’s ecosystem continues to expand.

Benefits

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:

• 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

Benefits may vary by location; details will be shared during the interview process.

#ZEOLife at Zuora

ZEOs (our employees) are empowered to take ownership, challenge the status quo, and make a real impact. We:

• Collaborate deeply across teams and regions
• Learn constantly and iterate often
• Build an inclusive, high-performance culture where people feel inspired, connected, and valued

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. We do not discriminate on the basis of, and consider individuals seeking employment with Zuora without regard 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@zuora.com (or local equivalent, where applicable).

About Zuora

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. 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.

The Opportunity

As a Regional Alliances Manager, North America, you will translate Zuora’s strategic partner ecosystem into tangible pipeline and revenue across the region. You’ll be the connective tissue between global alliance leaders, regional sales, and partners like PwC, Deloitte and key regional systems integrators & technology partners — ensuring joint opportunities are well-structured, visible in Salesforce, and progressing with clear next steps.

In this role, you will:

• Drive partner-sourced and partner-influenced pipeline by aligning the right partners to the right opportunities, coordinating joint pursuits, and tracking outcomes in a disciplined way.
• Own the operational backbone of alliances in NA, including partner-related Salesforce processes, dashboards, and Google Sheets that underpin reporting, attribution, and executive visibility into partner performance.
• Help AEs understand and leverage the partner footprint in their territories, making it easy for sales to know which partner to bring into which deal, when, and why.

Over your first 12–18 months, you’ll establish reliable regional cadences with priority partners, tighten data quality and attribution, and become the go-to expert for “what’s happening with partners in this account, segment, or region.”

About You

You may be a great fit if you:

• Have experience in alliances, channel, or partner management within B2B SaaS or enterprise technology, ideally in revenue-focused or sales-adjacent roles.
• Are strong at partner and stakeholder management: you know how to balance partner interests with sales priorities, create joint value propositions, and keep everyone aligned through clear communication and follow-through.
• Bring a track record of driving pipeline and bookings through partners — including sourcing new opportunities, influencing existing deals, and ensuring accurate attribution.
• Are highly proficient in Salesforce, Google Sheets and AI tools, and comfortable using data, dashboards, and trackers to drive decisions and cadences (not just report them).
• Thrive in environments where you balance strategy and execution: you can zoom out to define partner plays and priorities, then zoom in to clean up data, update dashboards, and prepare materials for the next pipeline call.
• Are naturally organized and detail-oriented, with a bias for action: you keep next steps clear, data clean, and stakeholders informed.
• Enjoy serving as the “face of Alliances” for sales in your region, building trust through reliability, expertise, and proactive communication.

Nice to have:

• Experience working with or for large consultancies or SIs (e.g., Big 4, regional SIs) in go-to-market or delivery contexts.
• Familiarity with quote-to-cash, billing, revenue recognition, or ERP/finance transformation programs.
• Exposure to AI or automation use cases in sales, operations, or partner management workflows.

About the Team

You’ll join the Global Alliances & Channels organization, with a focus on the North America region. The team’s mission is to extend Zuora’s reach and impact through a high-performing ecosystem of consulting and delivery partners who help our customers modernize revenue operations.

We partner closely with:

• Sales (AEs, RVPs) to identify where partners can unlock or accelerate opportunities, from early-stage pursuits through late-stage deal support.
• Global Alliance Directors who own top-of-house strategy and relationships with firms like PwC and Deloitte, translating their global priorities into concrete regional plays.
• RevOps, Marketing, BD, and Product to align on reporting, campaigns, BD programs, and joint initiatives that depend on accurate partner data and clear execution.

The team is distributed, highly collaborative, and operates with a mix of structured cadences (pipeline reviews, mapping sessions, QBRs) and agile, ad-hoc collaboration to unblock deals. You’ll have opportunities to expand scope across partners, segments, and initiatives as you demonstrate impact.

What You’ll Do

Partner Management – Regional & Business Development Partners

• Capture and track partner referrals and partner-sourced opportunities, ensuring accurate tagging, updates, and communication back to partners.
• Run or co-run pipeline and alignment cadences with these partners, keeping joint pipelines current and actions clearly assigned.

Strategic Partner Support – PwC, Deloitte & Other Priority Firms

• Support Global Alliance Directors by turning strategic plans into regional execution: account mapping, opportunity identification, and cadence management.
• Lead or support account and initiative mapping for priority accounts and programs, consolidating internal and partner intel into actionable pursuit lists.
• Build concise partner briefs and materials that articulate the partner story, their role in pursuits, and how teaming will work.
• Help manage joint pipeline calls and QBRs, ensuring data is accurate, agendas are structured, and next steps are captured.

Partner Operations

• Own the hygiene of partner-related fields on opportunities (and, where needed, accounts), ensuring clean attribution for partner-sourced and partner-influenced deals.
• Create, maintain, and refine Salesforce reports and dashboards used by AEs, RVPs, and alliance leadership to monitor partner performance and pipeline.
• Run or support internal partner pipeline reviews, surfacing key deals, risks, and actions for the region.
• Lead or support data clean-up, mass uploads, and attribution audits, working with RevOps and other stakeholders to maintain data quality.

Cross-Functional Collaboration & Enablement

• Partner with Marketing, BD, and Product to share partner and account insights that inform campaigns, content, and joint initiatives.
• Provide training and enablement for AEs and other internal stakeholders on alliances dashboards, reports, and partner engagement processes.
• Help prepare and support partner QBRs, regional plans, and program reviews, contributing clear data and narratives that highlight alliances impact.

Benefits

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:

• 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

Benefits may vary by location; details will be shared during the interview process.

#ZEOLife at Zuora

ZEOs (our employees) are empowered to take ownership, challenge the status quo, and make a real impact. We:

• Collaborate deeply across teams and regions
• Learn constantly and iterate often
• Build an inclusive, high-performance culture where people feel inspired, connected, and valued
  
  

Our Commitment to an Inclusive Workplace

Think, be and do you. At Zuora, different perspectives, experiences, and contributions matter — everyone counts.

Senior Partner Account Manager (GSI's & ISV) 

Company Overview

At Zuora, we power the companies leading the Subscription Economy. From SaaS and media to manufacturing and telecom, the world’s most innovative brands rely on Zuora to monetize recurring revenue, launch new business models, and transform how they engage their customers.

Following strong growth in EMEA  we are doubling down on partner-led sales as a core revenue engine.

The Role

We are hiring a senior partner account manager  (London Based) a sales-led individual contributor responsible for driving partner-sourced revenue and co-sell execution across the EMEA region.

This is a front-line commercial role, not a program management position.

You will:

• Create and close pipeline through partners
  
  
• Drive joint sales execution on strategic enterprise deals
  
  
• Align partners directly to territory sales priorities
  
  
• Position Zuora as a core monetization platform within partner-led transformations
  
  

You will work closely with GSIs (PwC, Deloitte, Accenture), Workday ecosystem partners, and strategic tech alliances (Salesforce, Microsoft, Adobe) to generate and win business.

Your success is measured by revenue—not activity.

What You’ll Do

Drive Revenue Through Partners

• Own and deliver partner-sourced ACV targets
  
  
• Generate pipeline by co-selling with partners on named accounts
  
  
• Identify, shape, and progress joint opportunities from early stage to close
  
  
• Actively participate in deals—this is not a referral model
  
  

Lead Joint Sales Execution

• Align with Account Executives on territory and account priorities
  
  
• Build and execute joint account plans with partners
  
  
• Engage in deal strategy, qualification, and progression
  
  
• Ensure partners are positioned to accelerate deal velocity and increase win rates
  
  

Build a High-Impact Partner Ecosystem

• Develop strategic relationships with key SI and consulting partners
  
  
• Influence partners to prioritize Zuora in their sales motions
  
  
• Help partners build repeatable Zuora-led offerings that drive pipeline
  
  
• Focus on quality over quantity—high-impact partners that generate revenue
  
  

Accelerate Enterprise Deals

• Engage directly with C-level stakeholders alongside partners
  
  
• Position Zuora within large-scale transformation programs
  
  
• Partner with Solution Engineering and Services to win complex deals
  
  

Own Forecast & Commercial Discipline

• Maintain accurate forecasts for partner-sourced and influenced pipeline
  
  
• Track partner contribution to bookings and pipeline health
  
  
• Drive accountability across partner and internal teams to deliver results
  
  

What Makes This Role Exciting

• You are at the center of Zuora’s revenue growth strategy in Northern Europe
  
  
• You directly influence and close high-value enterprise deals
  
  
• You leverage a powerful partner ecosystem to scale your impact
  
  
• You operate in a high-visibility, high-impact sales role
  
  
• You build a partner-driven pipeline engine from the front line
  
  

You are a revenue leader through the partner channel.

What You’ll Need to Be Successful

• 10+ years in enterprise SaaS sales, alliances, or partner-led selling roles
  
  
• Proven track record of closing or driving revenue through partners
  
  
• Strong experience working with GSIs (PwC, Deloitte, Accenture, EY, etc.) and Workday
  
  
• Deep understanding of co-sell motions and enterprise deal cycles
  
  
• Ability to engage and influence C-level stakeholders
  
  
• Strong pipeline generation and deal qualification skills
  
  
• Commercial rigor in forecasting and territory execution
  
  
• Experience in Northern European markets
  
  

Your Profile

You are:

• A sales-first operator who thrives on closing deals
  
  
• Commercially aggressive with a focus on pipeline and revenue creation
  
  
• Highly collaborative but able to drive outcomes without authority
  
  
• Strategic in account targeting, but hands-on in execution
  
  
• Comfortable in complex, multi-stakeholder enterprise environments
  
  
• Energized by partner-led selling and ecosystem leverage
  
  

You see partnerships as a force multiplier for winning business—not a coordination exercise.

Success Metrics

• Partner-sourced and influenced ACV vs. target
  
  
• Pipeline generated through partners
  
  
• Joint deal win rates and deal velocity
  
  
• Strategic account penetration via partner ecosystem
  
  
• Contribution to overall regional revenue growth
  
  

#ZEOLife at Zuora

At Zuora, we think like owners. We move fast, operate with accountability, and win together.

You’ll work alongside Sales, Solution Engineering, Services, and Partners to drive real commercial outcomes—not just build programs.