Vice President, Global Alliances

About the Company

Zuora helps organizations scale by supporting modern business models such as subscriptions, usage-based pricing, AI-driven offerings, and outcome-based monetization. Its platform is designed to help companies launch new products, automate complex billing processes, and create reliable recurring revenue.

The company has been a leader in the Subscription Economy for over ten years and continues to evolve its platform to support quote-to-cash workflows and monetization on an adaptable, AI-ready foundation.

Role Overview

Reporting to the SVP of Global Sales, the Vice President of Global Alliances will shape and deliver the worldwide partner ecosystem strategy to drive revenue growth, market expansion, and customer success. This leader will create and scale a high-performing alliances team managing strategic relationships across global systems integrators, consulting and advisory firms, technology and ISV partners, cloud providers, regional partners, and other key alliances.

The role owns joint go-to-market planning, co-sell execution, partner-sourced and partner-influenced revenue, partner readiness, and executive relationship management. It requires close partnership with Sales, Marketing, Product, Services, Customer Success, and Finance so that alliances are tightly embedded into the company’s overall growth model.

Responsibilities

Alliance strategy and growth

• Create and run a global ecosystem strategy that adds new revenue, strengthens market position, and supports customer acquisition and retention through partnerships.
• Design and mature a partner program that can attract, enable, and scale strong relationships across categories such as GSIs, regional SIs, consulting firms, and technology partners.
• Spot and develop future-focused partnerships that expand reach in priority industries, regions, and emerging markets.
• Set ecosystem priorities that align with company growth goals and changing market opportunities.

Strategic alliance management

• Develop and maintain senior-level relationships with major alliance partners to create joint business opportunities and long-term value.
• Lead joint business planning with strategic partners, including shared goals, revenue targets, investment plans, and performance metrics.
• Negotiate commercial terms, partnership structures, and governance approaches that maximize value for both sides.
• Drive partner involvement across the full customer journey, including demand generation, sales, implementation, adoption, and ongoing customer success.

Go-to-market leadership

• Work closely with Sales, Marketing, Product, Customer Success, Professional Services, and Operations to build partners into global go-to-market plans.
• Ensure alliance activity is included in account planning, territory planning, and industry growth programs.
• Build partner-enabled selling motions that increase pipeline, shorten sales cycles, and improve close rates.
• Promote adoption of company programs, solutions, and initiatives throughout the partner network.

Candidate Profile

The right candidate should bring deep experience in alliance leadership within B2B SaaS, a strong record of growing relationships with GSIs and global ISV partners, and the ability to drive indirect revenue through co-sell and partner-led motions. Success in this role also requires strong enterprise sales knowledge, cross-functional collaboration skills, and the ability to communicate and negotiate effectively with both technical stakeholders and executive leaders.

Benefits

Zuora provides a broad total rewards package that supports wellbeing, professional growth, and flexibility. Offerings may vary by country, but commonly include competitive pay, variable bonus and performance-based rewards, retirement programs, medical/dental/vision coverage, generous flexible time off, paid holidays, wellness days, a company-wide year-end break, paid parental leave, learning and development support, volunteer and donation matching opportunities where available, and mental wellbeing resources.

Benefit details can vary based on location and will be discussed during the interview process.

Inclusive Workplace

Zuora describes its culture as one where employees are encouraged to take ownership, challenge existing approaches, and make meaningful impact. The company values collaboration across teams and regions, continuous learning, and an inclusive, high-performance environment where people feel connected and respected.

It is an equal opportunity employer and considers applicants without regard to protected characteristics including race, religion, color, national origin, sex, pregnancy-related conditions, sexual orientation, gender identity, gender expression, age, veteran status, disability, genetic information, political views or activity, and other legally protected categories.

Candidates needing assistance or accommodation during the interview process or when using the website may contact the company by email at assistance@zuora.com or the local equivalent where applicable.

Compensation

The role includes an annualized total compensation range of USD 270,000 to USD 450,000, combining base salary and a variable component. Final base pay is determined by factors such as qualifications, relevant experience, job-related knowledge, unique skills, location, internal equity, and budget. Additional total rewards may include bonus/variable compensation, equity, and comprehensive benefits.