Regional Alliances Manager - West

United States, Remote

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Customers have changed. They’re looking for new ways to engage with businesses. Consumers today have a new set of expectations. They want outcomes, not ownership. Customization, not generalization. Constant improvement, not planned obsolescence.  

In the old world (let’s call it the Product Economy) it was all about things. Acquiring new customers, shipping commodities, billing for one-time transactions. But in today’s new era, it’s all about relationships. More and more customers are becoming subscribers because subscription experiences built around services meet consumers’ needs better than the static offerings or a single product.

Our vision is “The World Subscribed” where one day every company will be a part of the Subscription Economy® (a phrase coined by our CEO, Tien Tzuo and author of the best selling book Subscribed).


To complete Zuora’s ongoing transformation of building out a mature and successful SI Ecosystem capable of originating, jointly selling, and being the primary implementation vehicle for Zuora deployments. Post the 3-year transformation, this will continue to be a strategic role focused on growth and expanding our volume of partners where there is value creation in doing so in conjunction with Private Equity partnerships, Strategic Partnerships with other software companies, etc. 

This role is a critical component of achieving this mission by aligning closely with our West sales region to maximize Partner Attachment across a set of sales opportunities in order to accelerate deal timelines and drive a majority of implementation work through our SI Ecosystem.


  • Partner Attachment – Achieve Partner Influence & Partner Priming rate of 80%+ in FY23 for all New Business, BU Expansion, and Cross Sell deals in supported regions by proactively mapping accounts and opportunities to partners and Zuora sales executives.
  • Deliver a positive Sales Experience for Partners & Sales – Proactively coordinate (and be an active participant in) meetings throughout the Sales process between various parties involved in a deal, including but not limited to: Sales, Alliances, Professional Services, and Partner account teams. Capture notes/actions in these meetings and ensure proactive follow-up to keep all parties accountable. 
  • In-Region Business Development – Identify accounts showing high intent to purchase and coordinate Sales Rep (AE) Opportunity Brief creation and outreach to Partners who have established relationships or books of business at the account for Account Mapping & Joint Account planning 
  • Joint Marketing with Partners – Partner closely with Partner Alliance Manager and Global Alliance Managers to identify the joint Marketing needs of supported regions and coordinate the scheduling and rollout of at least 1 joint Partner Marketing events per supported sales team per quarter
  • Forecast Cadence – Be a master of data hygiene, updating your forecast on a weekly basis by embodying a Current and Next Fiscal Quarter cadence, and rigorously implementing the Partner Sales Process in close coordination with Sales Reps


Zuora is a 1400+ person company, so while we may seem immature in terms of established processes, systems, tools, as compared to large enterprise organizations such as Accenture or Deloitte, we are certainly relatively mature for a 1,400 person company. Our environment can be described as: 

  • A good mix of innovative startup culture and professional mid-size company culture, especially in our ever-evolving Alliances function. For example, we need to continuously improve processes, innovate, and be creative thinkers in interactions with our Partners because so much of what we are doing is new territory for our company. On the other hand, there is also basic expectation of keeping your forecast constantly up-to-date, having a level of rigor in your weekly cadence,  etc
  • You have a level of trust and autonomy so long as you work hard and produce
  • Perhaps the greatest strength in our culture is the cross-functional collaboration.


Zuora (NYSE: ZUO) Zuora provides the leading cloud-based subscription management platform that functions as a system of record for subscription businesses across all industries. Powering the Subscription Economy®, the Zuora platform was architected specifically for dynamic, recurring subscription business models and acts as an intelligent subscription management hub that automates and orchestrates the entire subscription order-to-revenue process seamlessly across billing and revenue recognition. Zuora serves more than 1,000 companies around the world, including Box, Ford, Penske Media Corporation, Schneider Electric, Siemens, Xplornet, and Zoom.

At Zuora, we have one CEO but ​every employee is empowered and supported to be the ‘ZEO’ of their own career experience. By embedding inclusion and belonging into our processes, policies and culture, we are building a workplace where our 1,200+ ZEOs across North America, Europe, and APAC can bring all the elements of who they are into their work. In addition to an industry-leading six-month, 100% paid parental leave for all our ZEOs, we also offer programs to support your mental health and give back to our communities along with “career cash” and plenty of learning and development opportunities.

To learn more visit

Zuora is proud to be an Equal Employment Opportunity employer.

Think, be and do you! At Zuora, different perspectives, experiences and contributions matter. Everyone counts. Zuora is proud to be an Equal Opportunity Employer committed to creating an inclusive environment for all.

Zuora does not discriminate on the basis of, and considers individuals seeking employment with Zuora without regards to, race, religion, colour, national origin, sex (including pregnancy, childbirth, reproductive health decisions, or related medical conditions), sexual orientation, gender identity, gender expression, age, status as a protected veteran, status as an individual with a disability, genetic information, political views or activity, or other applicable legally protected characteristics.

We encourage candidates from all backgrounds to apply. Applicants in need of special assistance or accommodation during the interview process or in accessing our website may contact us by sending an email to assistance(at)

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Let’s do this.

You’re unique and we’re on a journey – so let’s embark on a unique journey together. We encourage you to apply to all roles that utilize your skills and ignite the passion within you.

No matter where you’re located, or which team you work on, you’ll be part of a group of people working together to build a better world: The World Subscribed.

Go ahead and apply!

Get to Know Us

Go ahead, take a look inside #ZEOLife. Meet our ZEOs and learn what it’s like to be a part of our team.

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