Regional Alliances Manager

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 Allianc…