Regional Alliances Manager at Zuora in Foster City, CA

About Zuora At Zuora, we help businesses grow smarter and adapt faster. Our platform powers modern business models — from subscriptions and usage-based pricing to AI-driven and outcome-based offerings — helping companies launch new products, automate complex billing, and unlock predictable, recurring revenue. We’ve led the Subscription Economy for more than a decade. Now we’re evolving again by building the definitive platform for quote to cash and helping companies monetize their products and services with an adaptable, AI-ready foundation. The Opportunity As a Regional Alliances Manager, North America, you will translate Zuora’s strategic partner ecosystem into tangible pipeline and revenue across the region. You’ll be the connective tissue between global alliance leaders, regional sales, and partners like PwC, Deloitte and key regional systems integrators & technology partners — ensuring joint opportunities are well-structured, visible in Salesforce, and progressing with clear next steps. In this role, you will: Drive partner-sourced and partner-influenced pipeline by aligning the right partners to the right opportunities, coordinating joint pursuits, and tracking outcomes in a disciplined way. Own the operational backbone of alliances in NA, including partner-related Salesforce processes, dashboards, and Google Sheets that underpin reporting, attribution, and executive visibility into partner performance. Help AEs understand and leverage the partner footprint in their territories, making it easy for sales to know which partner to bring into which deal, when, and why. Over your first 12–18 months, you’ll establish reliable regional cadences with priority partners, tighten data quality and attribution, and become the go-to expert for “what’s happening with partners in this account, segment, or region.” About You You may be a great fit if you: Have experience in alliances, channel, or partner management within B2B SaaS or enterprise technology, ideally in revenue-focused or sales-adjacent roles. Are strong at partner and stakeholder management: you know how to balance partner interests with sales priorities, create joint value propositions, and keep everyone aligned through clear communication and follow-through. Bring a track record of driving pipeline and bookings through partners — including sourcing new opportunities, influencing existing deals, and ensuring accurate attribution. Are highly proficient in Salesforce, Google Sheets and AI tools, and comfortable using data, dashboards, and trackers to drive decisions and cadences (not just report them). Thrive in environments where you balance strategy and execution: you can zoom out to define partner plays and priorities, then zoom in to clean up data, update dashboards, and prepare materials for the next pipeline call. Are naturally organized and detail-oriented, with a bias for action: you keep next steps clear, data clean, and stakeholders informed. Enjoy serving as the “face of Alliances” for sales in your region, building trust through reliability, expertise, and proactive communication. Nice to have: Experience working with or for large consultancies or SIs (e.g., Big 4, regional SIs) in go-to-market or delivery contexts. Familiarity with quote-to-cash, billing, revenue recognition, or ERP/finance transformation programs. Exposure to AI or automation use cases in sales, operations, or partner management workflows. About the Team You’ll join the Global Alliances & Channels organization, with a focus on the North America region. The team’s mission is to extend Zuora’s reach and impact through a high-performing ecosystem of consulting and delivery partners who help our customers modernize revenue operations. We partner closely with: Sales (AEs, RVPs) to identify where partners can unlock or accelerate opportunities, from early-stage pursuits through late-stage deal support. Global Alliance Directors who own top-of-house strategy and relationships with firms like PwC and Deloitte, translating their global priorities into concrete regional plays. RevOps, Marketing, BD, and Product to align on reporting, campaigns, BD programs, and joint initiatives that depend on accurate partner data and clear execution. The team is distributed, highly collaborative, and operates with a mix of structured cadences (pipeline reviews, mapping sessions, QBRs) and agile, ad-hoc collaboration to unblock deals. You’ll have opportunities to expand scope across partners, segments, and initiatives as you demonstrate impact. What You’ll Do Partner Management – Regional & Business Development Partners Capture and track partner referrals and partner-sourced opportunities, ensuring accurate tagging, updates, and communication back to partners. Run or co-run pipeline and alignment cadences with these partners, keeping joint pipelines current and actions clearly assigned. Strategic Partner Support – PwC, Deloitte & Other Priority Firms Support Global Alliance Directors by turning strategic plans into regional execution: account mapping, opportunity identification, and cadence management. Lead or support account and initiative mapping for priority accounts and programs, consolidating internal and partner intel into actionable pursuit lists. Build concise partner briefs and materials that articulate the partner story, their role in pursuits, and how teaming will work. Help manage joint pipeline calls and QBRs, ensuring data is accurate, agendas are structured, and next steps are captured. Partner Operations Own the hygiene of partner-related fields on opportunities (and, where needed, accounts), ensuring clean attribution for partner-sourced and partner-influenced deals. Create, maintain, and refine Salesforce reports and dashboards used by AEs, RVPs, and alliance leadership to monitor partner performance and pipeline. Run or support internal partner pipeline reviews, surfacing key deals, risks, and actions for the region. Lead or support data clean-up, mass uploads, and attribution audits, working with RevOps and other stakeholders to maintain data quality. Cross-Functional Collaboration & Enablement Partner with Marketing, BD, and Product to share partner and account insights that inform campaigns, content, and joint initiatives. Provide training and enablement for AEs and other internal stakeholders on alliances dashboards, reports, and partner engagement processes. Help prepare and support partner QBRs, regional plans, and program reviews, contributing clear data and narratives that highlight alliances impact. Benefits Zuora offers a comprehensive total rewards package designed to support ZEOs’ wellbeing, growth, and flexibility. While specific offerings may vary by country, we typically provide: Competitive compensation, variable bonus and performance-based reward opportunities, and retirement programs Medical, dental, and vision insurance Generous, flexible time off, plus paid holidays, wellness days, and a company-wide year-end break Paid parental leave (including fully paid leave for eligible ZEOs, subject to local policy) Learning & development stipend to support ongoing growth Opportunities to volunteer and give back, including charitable donation matching where available Mental wellbeing resources and support Benefits may vary by location; details will be shared during the interview process. #ZEOLife at Zuora ZEOs (our employees) are empowered to take ownership, challenge the status quo, and make a real impact. We: Collaborate deeply across teams and regions Learn constantly and iterate often Build an inclusive, high-performance culture where people feel inspired, connected, and valued Our Commitment to an Inclusive Workplace Think, be and do you. At Zuora, different perspectives, experiences, and contributions matter — everyone counts. The pay range details represent the annualized salary range for the posted position and a variable component. While we share a comprehensive range, a candidate’s final base salary will fall within these guidelines and will be determined based on multiple factors including but not limited to: qualifications of the candidate, job related knowledge, prior related experience, specific and unique skills, the location of the role, internal equity and internal budget. Base pay is only one element of Zuora’s Total Rewards Package. Additional elements may also include bonus/variable compensation, equity and comprehensive benefits, more details found here. Total Compensation (OTE) $111,200—$166,800 USD