Zuora - VP, Global Alliances

• Alliance Strategy & Growth • Develop and execute a comprehensive global ecosystem strategy that drives incremental revenue, market share growth, customer acquisition, and retention through strategic partnerships. • 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. • Identify and cultivate next-generation partnerships that expand the company's presence in key industries, geographies, and emerging markets. • Establish ecosystem priorities aligned with corporate growth objectives and evolving market opportunities. • Strategic Alliance Management • Build and maintain executive-level relationships with key alliance partners to create joint business opportunities and long-term strategic value. • Lead joint business planning with strategic partners, establishing shared objectives, revenue targets, investment plans, and success metrics. • Negotiate and oversee commercial agreements, partnership frameworks, and governance models that maximize mutual value creation. • Drive partner engagement across the entire customer lifecycle, from demand generation and sales to implementation, adoption, and customer success. • Go-to-Market Leadership • Collaborate closely with Sales, Marketing, Product, Customer Success, Professional Services, and Operations teams to integrate partners into global go-to-market strategies. • Ensure partnerships are embedded within account planning, territory planning, and industry-specific growth initiatives. • Develop and execute partner-enabled sales motions that increase pipeline creation, accelerate deal velocity, and improve win rates. • Drive adoption of company programs, solutions, and initiatives throughout the partner ecosystem. • You may be a great fit if you: • Have 10+ years of experience in alliance management, partnership management, or a similar role within B2B SaaS. • Bring a proven track record of managing and growing relationships with GSIs and global ISV partners, ideally within a co-sell framework. • Have a strong understanding of enterprise sales cycles and a demonstrated ability to drive revenue through indirect channels. • Excel at cross-functional collaboration and can work effectively with Product & Technology, Sales, Marketing, Services, and Finance teams. • Are an exceptional communicator, presenter, and negotiator who can engage audiences ranging from technical teams to C-level executives. • Think strategically about long-term partnership growth while also driving short-term business outcomes.