Responsibilities

• Build repeatable joint solutions and plays with Alliances and partner practice leads, including accelerators, assessments, reference architectures, implementation blueprints, and vertical solutions
• Define target customers, use cases, and outcomes for each play, including problem statements, success metrics, and proof points
• Map joint solutions to repeatable land and expand motions that partners can run consistently
• Drive co-sell and sell-through readiness by enabling Zuora and partner sellers on when and how to position Zuora through partners
• Create partner- and field-facing enablement such as decks, one-pagers, battlecards, solution briefs, talk tracks, and short-form assets tailored to partner use
• Support strategic pursuits with customized narratives and executive-level storylines for complex opportunities where partners are prime or co-prime
• Partner with Global Alliances to define partner tiers, focus areas, and goals across pipeline, ACV, product attach, and marketplace contribution
• Shape joint business plans by region and industry, including marketplace programs and shared success metrics
• Act as the voice of the ecosystem by bringing partner, customer, and market insight back into Product, PMM, and Sales
• Help inform roadmap, pricing and packaging, and future joint offers based on partner feedback, deal patterns, and win/loss insights

Requirements

• You bring 6–8+ years of experience in B2B SaaS product marketing, solution marketing, or ecosystem/partner PMM, including meaningful experience supporting indirect or channel motions across GSIs, ISVs, marketplaces, or strategic alliances.
• Proven success turning platform capabilities into partner-sellable solutions and bringing joint offers to market beyond MDF or event-driven activities
• A strong understanding of enterprise sales cycles and partner-led programs, including how GSIs and ISVs influence or lead transformation initiatives
• Strong storytelling and executive communication skills, with the ability to work effectively with C-level stakeholders at Zuora and across partner organizations
• A demonstrated ability to work highly cross-functionally across Alliances, Product, Sales, Customer Success, and Marketing
• Experience using data and qualitative insight, including pipeline performance, partner feedback, and win/loss analysis, to prioritize plays, refine offers, and adjust go-to-market strategy
• You are based in the Pacific or Mountain time zone

Preferred

• Bonus points if you have experience with AI-, data-, or usage-based monetization plays and/or building offers in cloud marketplaces.

Benefits

• Zuora offers a comprehensive total rewards package designed to support ZEOs’ wellbeing, growth, and flexibility. While specific offerings may vary by country, we typically provide:
• Competitive compensation, variable bonus and performance-based reward opportunities, and retirement programs
• Medical, dental, and vision insurance
• Generous, flexible time off, plus paid holidays, wellness days, and a company-wide year-end break
• Paid parental leave (including fully paid leave for eligible ZEOs, subject to local policy)
• Learning & development stipend to support ongoing growth
• Opportunities to volunteer and give back, including charitable donation matching where available
• Mental wellbeing resources and support