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.