Zuora - Sr Partner Account Manager
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Requirements
• 10+ years in enterprise SaaS sales, alliances, or partner-led selling roles • enterprise SaaS sales, alliances, or partner-led selling roles • Proven track record of closing or driving revenue through partners • closing or driving revenue through partners • Strong experience working with GSIs (PwC, Deloitte, Accenture, EY, etc.) and Workday • GSIs (PwC, Deloitte, Accenture, EY, etc.) and Workday • Deep understanding of co-sell motions and enterprise deal cycles • co-sell motions and enterprise deal cycles • Ability to engage and influence C-level stakeholders • C-level stakeholders • Strong pipeline generation and deal qualification skills • Commercial rigor in forecasting and territory execution • forecasting and territory execution • Experience in Northern European markets • Northern European markets • A sales-first operator who thrives on closing deals • sales-first operator • Commercially aggressive with a focus on pipeline and revenue creation • pipeline and revenue creation • Highly collaborative but able to drive outcomes without authority • drive outcomes without authority • Strategic in account targeting, but hands-on in execution • Comfortable in complex, multi-stakeholder enterprise environments • complex, multi-stakeholder enterprise environments • Energized by partner-led selling and ecosystem leverage • partner-led selling and ecosystem leverage • You see partnerships as a force multiplier for winning business—not a coordination exercise. • force multiplier for winning business—not a coordination exercise • Success Metrics • Success Metrics • Partner-sourced and influenced ACV vs. target • ACV vs. target • Pipeline generated through partners • Strategic account penetration via partner ecosystem • Contribution to overall regional revenue growth • #ZEOLife at Zuora • #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. • drive real commercial outcomes—not just build programs • The base pay details represent the annualized salary range for the posted position. While we share a comprehensive range, a candidate’s final base salary will fall within these guidelines and will be determined based on multiple factors including but not limited to: qualifications of the candidate, job related knowledge, prior related experience, specific and unique skills, the location of the role, internal equity and internal budget. Base pay is only one element of Zuora’s Total Rewards Package. Additional elements may also include bonus/variable compensation, equity and comprehensive benefits, more details found here. • Base Pay Details • £109,900—£164,900 GBP
Responsibilities
• Drive Revenue Through Partners • Own and deliver partner-sourced ACV targets • partner-sourced ACV targets • Generate pipeline by co-selling with partners on named accounts • 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 • territory and account priorities • Build and execute joint account plans with partners • Engage in deal strategy, qualification, and progression • deal strategy, qualification, and progression • Ensure partners are positioned to accelerate deal velocity and increase win rates • accelerate deal velocity and increase win rates • Build a High-Impact Partner Ecosystem • Develop strategic relationships with key SI and consulting partners • key SI and consulting partners • Influence partners to prioritize Zuora in their sales motions • prioritize Zuora in their sales motions • Help partners build repeatable Zuora-led offerings that drive pipeline • repeatable Zuora-led offerings • Focus on quality over quantity—high-impact partners that generate revenue • quality over quantity • Accelerate Enterprise Deals • Engage directly with C-level stakeholders alongside partners • C-level stakeholders alongside partners • Position Zuora within large-scale transformation programs • large-scale transformation programs • Partner with Solution Engineering and Services to win complex deals • win complex deals • Own Forecast & Commercial Discipline • Maintain accurate forecasts for partner-sourced and influenced pipeline • partner-sourced and influenced pipeline • Track partner contribution to bookings and pipeline health • Drive accountability across partner and internal teams to deliver results • deliver results • What Makes This Role Exciting • You are at the center of Zuora’s revenue growth strategy in Northern Europe • Zuora’s revenue growth strategy in Northern Europe • You directly influence and close high-value enterprise deals • high-value enterprise deals • You leverage a powerful partner ecosystem to scale your impact • powerful partner ecosystem to scale your impact • You operate in a high-visibility, high-impact sales role • high-visibility, high-impact sales role • You build a partner-driven pipeline engine from the front line • partner-driven pipeline engine from the front line • You are a revenue leader through the partner channel.
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