Zuora is hiring a
Partner Account Manager

Summary

Join Zuora as a Partner Account Manager and drive the development, management, and success of one or more partnerships with System Integrators and Technology Ecosystem Partners. Manage GSI/RSI alliances in-region, support Go-To-Market plans, regional sales team alignment, and service delivery quality. Develop and execute revenue-driving programs, evangelize Zuora's value proposition within partner organizations, and facilitate the partner's value proposition within Zuora and affiliated companies.

Requirements

• 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

Responsibilities

• 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

Preferred Qualifications

• 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

Benefits

• Competitive compensation
• Corporate bonus program and performance rewards
• Company equity
• Retirement programs
• Medical, dental and vision insurance
• Generous, flexible time off
• Paid holidays
• Wellness days
• 6 months fully paid parental leave
• Learning & Development stipend
• Opportunities to volunteer and give back, including charitable donation match
• Free resources and support for your mental wellbeing