Senior Manager, Alliances GTM Strategy

Marketing | Redwood City, CA, United States

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Senior Manager,  Alliances GTM Strategy

Overview:

The Alliances Go-To-Market (GTM) Strategy Marketing resource works closely with internal Alliances, Sales, Services and Marketing Leadership teams and externally with executives at the top Global Systems Integrators (GSIs) to develop go-to-market strategies and joint marketing plans. This person will be a critical resource to 

  • help identify and build relationships with the top GSI practice leads at such as  PwC, Accenture and IBM 
  • establish brand awareness and preference for Zuora and 
  • source opportunities from these strategic partners

Key Responsibilities:

  • Develops Alliances GTM Objectives & Key Results and annual GTM plan to engage and drive sourced deals from top SI and other strategic partners
  • Develops strategic messages to GSIs on the value of partnering with Zuora
  • Works cross-functionally to help create and maintain assets for field enablement and joint marketing including battlecards, playbooks, campaigns, newsletter, case studies, etc. 
  • Drives executive outreach to key practice leads and executive at the top GSIs 
  • Partners with the leaders of the correct groups inside the top GSIs for Subscription Services & Target market segments.
    • Creates joint marketing plans with each of the top GSIs and select strategic partners
    • Increases partner commitment & engagement in joint-GTM activities.
  • Increases Zuora commitment & engagement in joint-GTM activities across marketing and sales. Program management of joint plans and liaison to marketing functions for campaign execution.
  • Enables top GSI partners & Zuora Field to readily speak about the relationship and how we work together via success stories, pitch decks and other collateral
  • Participates in regular QBR cadence with strategic partners to establish, review, and modify joint-plan and GSI scorecard
  • Drives branding & creation of official communications to establish the credibility of the Zuora alliance program.
  • Primary leader and liaison between Zuora marketing and executives at top GSIs on Zuora Field Events and thought leadership content

Qualifications

  • 5+ years of leadership experience across various marketing functions such as partner marketing, field marketing/regional marketing and demand generation 
  • Excellent internal/external verbal and written communications skills at the executive level is a must. Must be comfortable presenting to groups of all sizes.
  • Prior B2B experience partnering with large GSIs and consulting partners preferred
  • Prior prospecting and executive communications preferred
  • Experience partnering directly with sales leadership, local sales teams and partner executives to jointly pursue new pipeline, accelerate deals and close business
  • Can independently develop strategies and joint marketing plans and metrics
  • Prior experience in mapping partner programs with broader corporate editorial and thematic ideas is a must
  • The ability to analyze Salesforce reports and dashboards including location, industry and sales stage, to help synthesize a strategic partner marketing plan that aligns with sales’ objectives 
  • Ability to measure the impact and effectiveness of partner initiatives and campaigns and recommend changes that result in higher engagement, lead source and/or higher conversion is a must
  • Prior experience managing Salesforce campaigns, contacts, leads and opportunities is required
  •  Prior experience with email automation programs such as Marketo is preferred
  • Bachelor’s degree in marketing, business administration or related field

 

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