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

• 6–8+ years of experience in B2B SaaS product marketing, solution marketing, or ecosystem/partner PMM
• Experience supporting indirect or channel motions across GSIs, ISVs, marketplaces, or strategic alliances
• Understanding of enterprise sales cycles and partner-led programs
• Cross-functional collaboration across Alliances, Product, Sales, Customer Success, and Marketing
• Ability to use data and qualitative insights (pipeline performance, partner feedback, win/loss) to prioritize plays and refine offers
• Based in the Pacific or Mountain time zone
• Experience turning platform capabilities into partner-sellable solutions

Preferred

• Experience with AI-, data-, or usage-based monetization plays and/or building offers in cloud marketplaces
• Proven ability to turn platform capabilities into partner-sellable solutions and bring joint offers to market beyond MDF or event-driven activities
• Strong storytelling and executive communication skills, with the ability to work effectively with C-level stakeholders at Zuora and across partner organizations
• Experience supporting indirect or channel motions across GSIs, ISVs, marketplaces, or strategic alliances
• Based in the Pacific or Mountain time zone

Benefits

• 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
• ZEOs are empowered to take ownership, challenge the status quo, and make a real impact