Senior Partner Account Manager

Profile

u003cpu003eu003cspan style=font-weight: 400;\u003eOver the past 15 years, we have seen a shift in the focus of business models across every industry – from selling physical products via one-time transactions to monetizing services via ongoing customer (aka subscriber) relationships. This is the “Subscription Economy” a phrase coined by our CEO, Tien Tzuo, he even wrote the book on it: u003c/spanu003eu003ca href=****style=font-weight: 400;\u003eSubscribedu003c/spanu003eu003c/emu003eu003c/au003eu003cspan style=font-weight: 400;\u003e.u003c/spanu003eu003c/pu003enu003cpu003eu0026nbsp;u003c/pu003enu003cpu003eu003cspan style=font-weight: 400;\u003eCompanies have realized that the path to growth going forward is to establish direct, digital relationships with their customers, and monetize these relationships through an ever growing set of digital services.u0026nbsp;u003c/spanu003eu003c/pu003enu003cpu003eu0026nbsp;u003c/pu003enu003cpu003eu003cstrongu003eOur vision is simple: u003c/strongu003eu003cspan style=font-weight: 400;\u003ewe call it “The World Subscribed.” It’s the idea that one day every company will join the Subscription Economy -- u003c/spanu003eu003ca href=****style=font-weight: 400;\u003ea $1.5 Trillion opportunityu003c/spanu003eu003c/au003eu003cspan style=font-weight: 400;\u003e by 2025 according to UBS.u003c/spanu003eu003c/pu003enu003cpu003eu0026nbsp;u003c/pu003enu003cpu003eu003cstrongu003eOur mission:u003c/strongu003eu003cspan style=font-weight: 400;\u003e to power the world’s best companies to win in the Subscription Economy.u003c/spanu003eu003c/pu003enu003cpu003eu003cbru003eu003cbru003eu003cbru003eu003cbru003eu003c/pu003enu003cpu003eu003cstrongu003eThe Team u0026amp; Roleu003c/strongu003eu003c/pu003enu003cpu003eu0026nbsp;u003c/pu003enu003cpu003eu003cspan style=font-weight: 400;\u003eThe North American Alliances organization at Zuora provides leadership developing partnerships with our Strategic Consulting and Implementation Partners.u0026nbsp; Zuora is transforming the Subscription Billing u0026amp; Revenue Recognition industry and alignment of partners with Zuora’s regional sales and services teams is a critical focus. The Partner Alliances Manager (PAM) is responsible for driving the development and management of one or more Global System Integrator (GSI) and Regional System Integrator (RSI) partners.u0026nbsp;u003c/spanu003eu003c/pu003enu003cpu003eu0026nbsp;u003c/pu003enu003cpu003eu003cspan style=font-weight: 400;\u003eThe 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 and services.u003c/spanu003eu003c/pu003enu003cpu003eu0026nbsp;u003c/pu003enu003cpu003eu003cstrongu003eIn this role you’ll get tou003c/strongu003eu003c/pu003enu003culu003enu003cli style=font-weight: 400;\u003eu003cspan style=font-weight: 400;\u003eBuild a deep map of relationships with our directly aligned practice leader(s), as well asu0026nbsp; influencers, Directors, BD Reps, and partners within each of your named partner accounts.u003c/spanu003eu003c/liu003enu003cli style=font-weight: 400;\u003eu003cspan style=font-weight: 400;\u003eSet 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.u0026nbsp;u0026nbsp;u003c/spanu003eu003c/liu003enu003cli style=font-weight: 400;\u003eu003cspan style=font-weight: 400;\u003eMeasure and drive pipeline with meetings that are BD focused no less than weeklyu0026nbsp;u003c/spanu003eu003c/liu003enu003cli style=font-weight: 400;\u003eu003cspan style=font-weight: 400;\u003eIdentify target accounts and drive accounting mapping as part of the pipeline development processu0026nbsp;u003c/spanu003eu003c/liu003enu003cli style=font-weight: 400;\u003eu003cspan style=font-weight: 400;\u003eWork with the regional team members to execute GTM plans and develop, deliver on specific partner/sales targets, driving certification growth and delivering customer success.u003c/spanu003eu003c/liu003enu003cli style=font-weight: 400;\u003eu003cspan style=font-weight: 400;\u003eTake 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.u003c/spanu003eu003c/liu003enu003cli style=font-weight: 400;\u003eu003cspan style=font-weight: 400;\u003eEnsure that partners are gaining expertise and certifications in key implementation roles. Work collaboratively with Zuora PDS to ensure that the partner’s project and go-live process drive high satisfaction and net promoter scores.u0026nbsp;u003c/spanu003eu003c/liu003enu003c/ulu003enu003cpu003eu0026nbsp;u003c/pu003enu003cpu003eu003cstrongu003eWho we’re looking foru003c/strongu003eu003c/pu003enu003cpu003eu0026nbsp;u003c/pu003enu003culu003enu003cli style=font-weight: 400;\u003eu003cspan style=font-weight: 400;\u003e5 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.u0026nbsp;u003c/spanu003eu003c/liu003enu003cli style=font-weight: 400;\u003eu003cspan style=font-weight: 400;\u003eExtensive external industry network with 3-5 years of SaaS based solutions and CRM/ERP partner channel sales experience.u0026nbsp;u0026nbsp;u003c/spanu003eu003c/liu003enu003cli style=font-weight: 400;\u003eu003cspan style=font-weight: 400;\u003eExperience in Subscription Billing u0026amp; Revenue Recognition is a plus.u0026nbsp;u0026nbsp;u003c/spanu003eu003c/liu003enu003cli style=font-weight: 400;\u003eu003cspan style=font-weight: 400;\u003eExcellent written, verbal communication and presentation skills including the ability to build effective presentations.u003c/spanu003eu003c/liu003enu003cli style=font-weight: 400;\u003eu003cspan style=font-weight: 400;\u003eProven ability to build, lead and execute strategy in a cross-functional environment.u003c/spanu003eu003c/liu003enu003cli style=font-weight: 400;\u003eu003cspan style=font-weight: 400;\u003eAble to focus and execute in a changing environment; ability to make things happen.u003c/spanu003eu003c/liu003enu003cli style=font-weight: 400;\u003eu003cspan style=font-weight: 400;\u003eMust be a self-starter who truly enjoys working in a fast-paced software start-up environment.u003c/spanu003eu003c/liu003enu003cli style=font-weight: 400;\u003eu003cspan style=font-weight: 400;\u003eAble to travel to see our partners where they worku0026nbsp;u003c/spanu003eu003c/liu003enu003cli style=font-weight: 400;\u003eu003cspan style=font-weight: 400;\u003eLocation: San Francisco Bay Area, or major US metropolitan areau003c/spanu003eu003c/liu003enu003cli style=font-weight: 400;\u003eu003cspan style=font-weight: 400;\u003eBS in computer science or engineering preferred; MBA a plusu003c/spanu003eu003c/liu003enu003c/ulu003enu003cpu003eu003cbru003eu003cbru003eu003c/pu003enu003cpu003eu003cstrongu003eBenefits*u003c/strongu003eu003c/pu003enu003culu003enu003cli style=font-weight: 400;\u003eu003cspan style=font-weight: 400;\u003eCompetitive compensation, company equity, and retirement programsu003c/spanu003eu003c/liu003enu003cli style=font-weight: 400;\u003eu003cspan style=font-weight: 400;\u003eMedical, dental and vision insuranceu003c/spanu003eu003c/liu003enu003cli style=font-weight: 400;\u003eu003cspan style=font-weight: 400;\u003ePaid holidays and “wellness” days and company wide winter breaku003c/spanu003eu003c/liu003enu003cli style=font-weight: 400;\u003eu003cspan style=font-weight: 400;\u003eGenerous, flexible time offu0026nbsp;u003c/spanu003eu003c/liu003enu003cli style=font-weight: 400;\u003eu003cspan style=font-weight: 400;\u003e6 months fully paid parental leaveu003c/spanu003eu003c/liu003enu003cli style=font-weight: 400;\u003eu003cspan style=font-weight: 400;\u003eLearning u0026amp; Development stipendu003c/spanu003eu003c/liu003enu003cli style=font-weight: 400;\u003eu003cspan style=font-weight: 400;\u003eOpportunities to volunteer and give back, including charitable donation matchu003c/spanu003eu003c/liu003enu003cli style=font-weight: 400;\u003eu003cspan style=font-weight: 400;\u003eFree resources and support for your mental wellbeingu0026nbsp;u0026nbsp;u003c/spanu003eu003c/liu003enu003c/ulu003enu003cpu003eu0026nbsp;u003c/pu003enu003cpu003eu003cemu003eu003cspan style=font-weight: 400;\u003e*Benefits offerings may vary by countryu0026nbsp;u003c/spanu003eu003c/emu003eu003c/pu003enu003cpu003eu0026nbsp;u003c/pu003enu003cpu003eu003cstrongu003eAbout Zuorau0026nbsp;u003c/strongu003eu003c/pu003enu003cpu003eu003cspan style=font-weight: 400;\u003eAs the Subscription Economy leader, Zuora empowers today’s innovative companies to nurture and monetize direct, digital relationships. Our award-winning multi-product portfolio now includes Zuora Revenue, Zuora Collect and Zuora Central Platform. More recently, we’ve added subscription experience platform Zephr to our family, further expanding our capabilities to serve as an intelligent hub that monetizes the complete quote to cash and revenue recognition process at scale.u003c/spanu003eu003c/pu003enu003cpu003eu0026nbsp;u003c/pu003enu003cpu003eu003cspan style=font-weight: 400;\u003eThrough our combination of technology and expertise, Zuora (NYSE: ZUO) helps more than 1,000 companies around the world, including BMC Software, Box, Caterpillar, General Motors, Penske Media Corporation, Schneider Electric, Siemens and Zoom nurture and monetize direct, digital customer relationships. Headquartered in Silicon Valley, Zuora operates offices around the world in the U.S., EMEA, APAC and LATAM.u003c/spanu003eu003c/pu003enu003cpu003eu0026nbsp;u003c/pu003enu003cpu003eu003cstrongu003e“ZEO” Cultureu003c/strongu003eu003c/pu003enu003cpu003eu003cspan style=font-weight: 400;\u003eAt Zuora, we’re building an inclusive, high-performance culture that every ZEO wants to subscribe to. We want ZEOs at every level to feel valued, included, and inspired to innovate, connect and collaborate authentically as we pioneer the Subscription Economy. You’ll be empowered to think like an owner, take initiative and together, with the support of your team you’ll push each other to the next level and help transform business models everywhere.u003c/spanu003eu003c/pu003enu003cpu003eu0026nbsp;u003c/pu003enu003cpu003eu003cspan style=font-weight: 400;\u003eTo learn more visit u003c/spanu003eu003ca href=****style=font-weight: 400;\u003ewww.zuora.comu003c/spanu003eu003c/au003eu003c/pu003enu003cpu003eu0026nbsp;u003c/pu003enu003cpu003eu003cstrongu003eZuora is proud to be an Equal Employment Opportunity Employer.u003c/strongu003eu003c/pu003enu003cpu003eu003cspan style=font-weight: 400;\u003eThink, 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.u003c/spanu003eu003c/pu003enu003cpu003eu0026nbsp;u003c/pu003enu003cpu003eu003cspan style=font-weight: 400;\u003eZuora does not discriminate on the basis of, and considers individuals seeking employment with Zuora without regards 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.u003c/spanu003eu003c/pu003enu003cpu003eu0026nbsp;u003c/pu003enu003cpu003eu003cspan style=font-weight: 400;\u003eWe 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 assistance(at)zuora.com.u003c/spanu003eu003c/pu003e}

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