VP, Global Alliances

Zuora, Inc.; Foster City (CA); On-site; USD 270,000 - 450,000; Full time

Benefits offered by this job

Medical insurance

Parental leave

Flexible time off

Learning stipend

Volunteer opportunities

Wellbeing resources

Year-end break

Job summary

Zuora, Inc. hires a VP of Global Alliances to define and execute a global partner ecosystem strategy that accelerates revenue growth, market expansion, and customer success. The role leads GSIs, regional partners, ISVs and cloud providers, shaping joint GTM motions and partner enablement.

The leader will manage executive relationships, drive joint business planning, and oversee agreements and governance to maximize value across the partner lifecycle, from demand generation to deployment.

Qualifications

• 10+ years of alliance/partnership management or similar in B2B SaaS.
• Proven track record with GSIs and global ISV partners, ideally in a co-sell framework.
• Strong enterprise sales understanding and ability to drive revenue via indirect channels.
• Excel at cross-functional collaboration with Product, Sales, Marketing, Services and Finance.
• Exceptional communicator, presenter and negotiator across technical to C-level audiences.

Responsibilities

• Define and execute a global ecosystem strategy to drive incremental revenue, market share and customer success.
• Build and evolve a differentiated partner program across GSIs, regional SIs, consulting firms and technology partners.
• Lead executive-level relationships and joint business planning with strategic partners; govern commercial agreements and joint go-to-market.
• Collaborate with Sales, Marketing, Product, and Operations to integrate partners into global GTM strategies; embed partnerships in account and territory planning.

Skills

Alliance management

Partnership management

C-level engagement

Cross-functional collaboration

Negotiation

Strategic thinking

Education

Bachelor's degree in business or related field

Job description

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 stipend to support ongoing growth
• Opportunities to volunteer and give back, including charitable donation matching where available
• Mental wellbeing resources and support
• Benefits may vary by location; details will be shared during the interview process

#ZEOLife at Zuora

• Collaborate deeply across teams and regions
• Learn constantly and iterate often
• Build an inclusive, high-performance culture where people feel inspired, connected, and valued

Our Commitment to an Inclusive Workplace

Think, be and do you.

At Zuora, different perspectives, experiences, and contributions matter — everyone counts.

Zuora is proud to be an Equal Opportunity Employer committed to creating an inclusive environment for all. We do not discriminate on the basis of, and consider individuals seeking employment with Zuora without regard to, race, religion, color, national origin, sex (including pregnancy, childbirth, reproductive health decisions, or related medical conditions), sexual orientation, gender identity, gender expression, age, status as a protected veteran, status as an individual with a disability, genetic information, political views or activity, or other applicable legally protected characteristics.

We encourage candidates from all backgrounds to apply. Applicants in need of special assistance or accommodation during the interview process or in accessing our website may contact us by sending an email to [e-mail] (or local equivalent, where applicable).

The pay range details represent the annualized salary range for the posted position and a variable component. 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.

Total Compensation (OTE)

$270,000—$450,000 USD