Sr Partner Account Manager

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 ecosys ... (truncated, view full listing at source)