Americas Alliances Director Job Description

The Americas Alliances Director is responsible for the joint GTM with Zuora’s global alliance and partners in the Americas. These alliance partners include organizations such as Deloitte, Accenture, ATG and other leading integration and consulting organizations. This business development position will drive the alliances and programs that the WW Alliance team creates into the Americas Channels and Field organizations. This position covers the one or more of Zuora’s Global Systems Integration Partners and in North America, so can be based in Boston, NY or Atlanta.

Position Responsibilities include:

Implement the Zuora Americas Alliance & OEM GTM strategy and develop plays for each of the named Alliance partners within the region to ensure Zuora maximizes revenue growth with these partners.

Focus on the strategic nature of the relationship to build long term value and sustainable success for both Partner and Zuora.

This individual will be the primary driver to align the Zuora Corporate Alliances /OEM strategy and program to the America’s Channel organization.

Ensures execution of the Alliance/OEM Business Plan with the named Alliance partners through the enablement of the Channel partners and field.

Works closely with the Americas Field Marketing, Channel Marketing, Presales and Services to develop structured marketing and enablement plans as part of the overall business plans for execution across the Americas.

Drive pipeline generation initiatives as part of the business plan to grow pipeline with the Alliance/OEM partners and Channel Partners. 

Work closely with the Zuora DCM’s, Channel partner’s and Zuora’s field and channel marketing teams to develop structured marketing plans to be deployed in multiple geographies with the support of local teams – often leveraging budget from various local and channel sources.

Envision and operationalize a process for the identification of key Channel partners by technology and solution area to prioritize business value and stratify our approach and support of such partners across Zuora.

Ensure that Channel Partners’ sales staff are properly enabled (technical and sales) and able to articulate the value behind Alliance Sales Plays by working closely with the enablement and Solution Consulting teams. Works with the partner to ensure that the partner has the relevant knowledge set in terms of sales, presales and technical to effectively grow Zuora related business

Ensure we build relationships at the highest level within the partner to drive mindshare.

Drive peer to peer alignment between the partner and the Zuora teams. Builds senior executive champions to drive change and overcome hurdles. Drive mindshare of Zuora within the Alliance partners and Channel Partners through regular communication (win stories etc.) and relationship cadence.

Provide and achieve sales forecasts on a regular basis. Provide updated business plans and actions/priorities to stakeholders. Shares best practices between regions and business units.

Align with the Americas alliance leads on GTM plays and also with the District teams to ensure alignment from global to by-District goals.

Required Skills and Experience

Proven track record of developing alliance partnerships and channel partners working for a leading enterprise software company.

Strong planning skills.

Experience in building and executing structured GTM and sales plays with alliance partners and channel partners.

Strong execution skills - Results oriented with strong execution discipline.

Impact and Influence; managing multiple stake holders.

Understanding of legacy and emerging IT architectures, applications and consumption models with information lifecycle management experience a real plus.

Strong record of achievement and over-achievement against quota and an ability to create a buy-in for strategic initiatives from internal stakeholders.

Ability to engage and leverage internal resources cross functionally.

Proven ability to engage and influence partners at the highest executive levels.

Combination of experience in direct enterprise sales (including customer account management) and partner sales is desired.

An ability and desire to operate within a matrix organization and use the productivity tools and process available to Zuora.

Experience of working in a matrix managed structure.

Ability to work toward other’s success.

Demonstrable business and commercial awareness, intellectual vigor and creativity and is self accountable.