Sr Partner Account Manager

at  Zuora

COMPANY OVERVIEW

At Zuora, we do Modern Business. We’re helping people subscribe to new ways of doing business that are better for people, companies and ultimately the planet. It’s an approach resulting from the shift to the Subscription Economy that puts customers first by building recurring relationships instead of one-time product sales and focuses on sustainable growth. Through our leading expertise and multi-product suite, we are transforming all industries and working with the world’s most innovative companies to monetize new business models, nurture subscriber relationships and optimize their digital experiences.

OUR COMMITMENT TO AN INCLUSIVE WORKPLACE

Think, 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.
Zuora 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.
We 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

THE TEAM & ROLE

The 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.