Sr Partner Account Manager

The North American Alliances organization at Zuora provides leadership developing partnerships with our System Integrators such as Accenture, PwC and Deloitte and Technology Ecosystem Partners such as AWS and Adobe. The “Partner Account Manager” (PAM) is responsible for driving the development, management and ultimate success of one or more of these partnerships, focusing on Business Development and Lead generation. Zuora is transforming the Subscription Billing & Revenue Recognition industry and alignment of partners with Zuora’s regional sales and services teams is a critical focus.

The PAM is responsible for managing our  GSI/RSI alliances in-region supporting the Go-To-Market (GTM) plan, regional sales team alignment, and service delivery quality. The PAM’s responsibility will be to develop and drive the execution of revenue-driving programs, and for evangelizing Zuora’s value proposition within the partner organizations and facilitating the partner’s value proposition within Zuora and affiliated companies. Key to the position is effective collaboration with multiple cross-functional stakeholders, including sales, alliances, marketing, customer success, services and product organizations

In this role you’ll get to

• Build a deep map of relationships with our directly aligned practice leader(s), as well as  influencers, Directors, BD Reps, and partners within each of your named partner accounts.
• Set goals for the partners and gain commitments on the specific set of tasks and resources the partner will commit, and continue to hold them accountable in a way that collaboratively helps them grow their practice.
• Measure and drive pipeline with meetings that are BD focused no less than on a weekly basis
• Identify target accounts and drive accounting mapping as part of the pipeline development process
• Work closely with the regional sales team members to execute GTM plans and develop, deliver on specific partner/sales targets, driving certification growth and delivering customer success.
• Take partner sales plays, offerings and industry assets/solutions to specific markets for local execution and engagement with our Zuora field sales teams and Zuora Industries.
• Ensure that partners are gaining expertise and certifications in key implementation roles. Work collaboratively with Zuora Partner Delivery Success to ensure that the partner’s project and go-live process drive high satisfaction and net promoter scores.

Who we’re looking for

• 5+ years in a channel sales or channel management roles focused on multiple partner types including GSI’s like Accenture, Deloitte, PwC as well as boutique and regional SI’s found in the SaaS ecosystem.
• Extensive external industry network with 3-5 years of SaaS based solutions and CRM/ERP partner channel sales experience.
• Enterprise software sales experience, proven track record of closed deals
• Excellent written, verbal communication and presentation skills including the ability to build effective presentations.
• Excellent at building relationships both externally with Partners and potential customers and internally within the organization, utilizing the benefits of cross-functional team collaborations.
• Proven ability to build, lead and execute strategy in a cross-functional environment.
• Able to focus and execute in a changing environment; ability to make things happen and iterate solutions as needed.
• Must be a self-starter who truly enjoys working in a fast-paced software start-up environment, with great internal drive to accomplish results.
• Experience, either working directly at large ecosystems as Workday, Oracle, SAP or within their partners is preferential.
• Experience in Subscription Billing & Revenue Recognition is a plus.
• Able to travel to see our partners where they work
• Location: San Francisco Bay Area, or major US metropolitan area
• BS in computer science or engineering preferred; MBA a plus