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Regional Alliances Manager

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Zuora

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Location:
United States , Foster City

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Category:
Sales

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Contract Type:
Employment contract

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Salary:

111200.00 - 166800.00 USD / Year
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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

Additional Information:

Job Posted:
May 05, 2026

Employment Type:
Fulltime
Work Type:
On-site work
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