Sr Director, Global Alliances

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 A critical component of Zuora’s business strategy is growth through our Alliance Partners. Workday is Zuora’s fastest-growing ISV Alliance Partner, with a focus on pairing Workday’s Financials solution with Zuora Billing and Revenue to deliver the best Quote-to-Financials solution in the market. Zuora is in Workday’s top partnership team, with C-level sponsorship in both companies, and an active footprint globally. We're looking for a Global Alliance Manager to lead and grow our strategic sales partnership with Workday. This role is crucial for driving co-sell revenue, expanding market reach, and ensuring the success of our mutual customers. You'll be Zuora’s executive-level leader for this partnership, leading the Zuora’s Workday partner team to maximize joint opportunities and exceed our shared growth goals. This is a role that is based out of the San Francisco Bay area, and requires working in the office 3-4 days / week. Primary work location Zuora’s Redwood Shores, CA headquarters; with secondary location at Workday’s Pleasanton, CA headquarters. This role requires ability to travel as needed for partner meetings, events, and Zuora company functions. What you’ll do Partnership Business Management : This executive is accountable to ensure that Zuora and Workday achieve the goals defined in our Joint Business Plan. These include both co-sell and customer success goals. The manager is responsible for maintaining our comprehensive partnership strategy, outlining the goals of the collaboration, and creating the annual joint business plan that details go-to-market strategies, sales targets, and marketing activities. Go-to-Market (GTM) Strategy and Execution : This executive is the owner of joint go-to-market strategy. This involves collaborating with marketing teams from both companies to develop and execute integrated marketing campaigns, create joint messaging and value propositions, and participate in industry events and webinars. They ensure that the partnership is effectively communicated to both internal sales teams and the broader market. Revenue Generation and Pipeline Management : A primary measure of this ISV Alliance jointly booked business. This includes driving co-selling opportunities where both companies' sales teams work together to close deals, as well as generating leads and referrals. They are responsible for building and managing a robust sales pipeline of partner-sourced or influenced opportunities and are often tasked with specific ACV Bookings targets. Partnership Enablement : A crucial aspect of this responsibility is partner enablement – providing the global Workday and Zuora teams with the necessary training, resources, and support to effectively sell and market the joint solution. Partnership Performance Management : To ensure the partnership delivers its growth commitments, the Workday Alliance Manager is responsible for tracking and reporting on key performance indicators (KPIs) - and adjusting execution based on the KPIs. Alliance Agreement Development : The ability to develop and negotiate partnership agreements, including financial arrangements.. Your experience Experience : 10+ years of experience in alliance management, partnership management, or a similar role, specifically within the B2B SaaS industry. ISV Partnership Knowledge : Proven track rec ... (truncated, view full listing at source)