VP, Global Alliances

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 Reporting to the SVP of Global Sales, the Vice President of Global Alliances will define and execute a global partner ecosystem strategy that accelerates revenue growth, market expansion, and customer success. This leader will build and scale a high-performing global alliances organization responsible for strategic relationships across Global Systems Integrators (GSIs), consulting and advisory firms, technology and ISV partners, cloud providers, regional partners, and other strategic alliances.

The VP will own the development and execution of joint go-to-market strategies, co-sell motions, partner-sourced and partner-influenced revenue, partner enablement, and executive-level relationship management. Working cross-functionally with Sales, Marketing, Product, Services, Customer Success, and Finance, this role will ensure partnerships are fully integrated into the company’s growth strategy and operating model.

Responsibilities

Alliance Strategy Growth Develop and execute a comprehensive global ecosystem strategy that drives incremental revenue, market share growth, customer acquisition, and retention through strategic partnerships. Build and evolve a differentiated partner program that attracts, enables, and scales high-value partnerships across multiple partner categories, including GSIs, regional SIs, consulting firms, technology partners. Identify and cultivate next-generation partnerships that expand the company's presence in key industries, geographies, and emerging markets.

Establish ecosystem priorities aligned with corporate growth objectives and evolving market opportunities. Strategic Alliance Management Build and maintain executive-level relationships with key alliance partners to create joint business opportunities and long-term strategic value. Lead joint business planning with strategic partners, establishing shared objectives, revenue targets, investment plans, and success metrics.

Negotiate and oversee commercial agreements, partnership frameworks, and governance models that maximize mutual value creation. Drive partner engagement across the entire customer lifecycle, from demand generation and sales to implementation, adoption, and customer success. Go-to-Market Leadership Collaborate closely with Sales, Marketing, Product, Customer Success, Professional Services, and Operations teams to integrate partners into global go-to-market strategies.

Ensure partnerships are embedded within account planning, territory planning, and industry-specific growth initiatives. Develop and execute partner-enabled sales motions that increase pipeline creation, accelerate deal velocity, and improve win rates. Drive adoption of company programs, solutions, and initiatives throughout the partner ecosystem.

About You You may be a great fit if you: Have 10+ years of experience in alliance management, partnership management, or a similar role within B2B SaaS. Bring a proven track record of managing and growing relationships with GSIs and global ISV partners, ideally within a co-sell framework. Have a strong understanding of enterprise sales cycles and a demonstrated ability to drive revenue through indirect channels.

Excel at cross-functional collaboration and can work effectively with Product Technology, Sales, Marketing, Services, and Finance teams.