VP, Global Alliances

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

• Reporting to the SVP of Global Sales, the Vice President of Global Alliances will define and execute a global partner ecosystem strategy that accelerates revenue growth, market expansion, and customer success. This leader will build and scale a high-performing global alliances organization responsible for strategic relationships across Global Systems Integrators (GSIs), consulting and advisory firms, technology and ISV partners, cloud providers, regional partners, and other strategic alliances.
• The VP will own the development and execution of joint go-to-market strategies, co-sell motions, partner-sourced and partner-influenced revenue, partner enablement, and executive-level relationship management. Working cross-functionally with Sales, Marketing, Product, Services, Customer Success, and Finance, this role will ensure partnerships are fully integrated into the company’s growth strategy and operating model.

Responsibilities

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.

About 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.

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 sti