Regional Alliances Manager Job at Zuora (Foster City)

Job Description

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.

Job Responsibility

Drive partner-sourced and partner-influenced pipeline by aligning the right partners to the right opportunities, coordinating joint pursuits, and tracking outcomes in a disciplined way
Own the operational backbone of alliances in NA, including partner-related Salesforce processes, dashboards, and Google Sheets that underpin reporting, attribution, and executive visibility into partner performance
Help AEs understand and leverage the partner footprint in their territories, making it easy for sales to know which partner to bring into which deal, when, and why
Capture and track partner referrals and partner-sourced opportunities, ensuring accurate tagging, updates, and communication back to partners
Run or co-run pipeline and alignment cadences with these partners, keeping joint pipelines current and actions clearly assigned
Support Global Alliance Directors by turning strategic plans into regional execution: account mapping, opportunity identification, and cadence management
Lead or support account and initiative mapping for priority accounts and programs, consolidating internal and partner intel into actionable pursuit lists
Build concise partner briefs and materials that articulate the partner story, their role in pursuits, and how teaming will work
Help manage joint pipeline calls and QBRs, ensuring data is accurate, agendas are structured, and next steps are captured
Own the hygiene of partner-related fields on opportunities (and, where needed, accounts), ensuring clean attribution for partner-sourced and partner-influenced deals
Create, maintain, and refine Salesforce reports and dashboards used by AEs, RVPs, and alliance leadership to monitor partner performance and pipeline
Run or support internal partner pipeline reviews, surfacing key deals, risks, and actions for the region
Lead or support data clean-up, mass uploads, and attribution audits, working with RevOps and other stakeholders to maintain data quality
Partner with Marketing, BD, and Product to share partner and account insights that inform campaigns, content, and joint initiatives
Provide training and enablement for AEs and other internal stakeholders on alliances dashboards, reports, and partner engagement processes
Help prepare and support partner QBRs, regional plans, and program reviews, contributing clear data and narratives that highlight alliances impact

Requirements

Have experience in alliances, channel, or partner management within B2B SaaS or enterprise technology, ideally in revenue-focused or sales-adjacent roles
Are strong at partner and stakeholder management: you know how to balance partner interests with sales priorities, create joint value propositions, and keep everyone aligned through clear communication and follow-through
Bring a track record of driving pipeline and bookings through partners — including sourcing new opportunities, influencing existing deals, and ensuring accurate attribution
Are highly proficient in Salesforce, Google Sheets and AI tools, and comfortable using data, dashboards, and trackers to drive decisions and cadences (not just report them)
Thrive in environments where you balance strategy and execution: you can zoom out to define partner plays and priorities, then zoom in to clean up data, update dashboards, and prepare materials for the next pipeline call
Are naturally organized and detail-oriented, with a bias for action: you keep next steps clear, data clean, and stakeholders informed
Enjoy serving as the 'face of Alliances' for sales in your region, building trust through reliability, expertise, and proactive communication

Nice to have

Experience working with or for large consultancies or SIs (e.g., Big 4, regional SIs) in go-to-market or delivery contexts
Familiarity with quote-to-cash, billing, revenue recognition, or ERP/finance transformation programs
Exposure to AI or automation use cases in sales, operations, or partner management workflows

What we offer

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

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