Zuora Community

Sr Product Marketing Manager, GSI & Ecosystem GTM

Foster City, CA (Remote)

$156K/yr – $214K/yrSenior Level6+ years expFull time

Posted 6 weeks ago

Top 1% of applicants do these two things.

The other 99% submit and hope. You're about to do something different.

Job Summary

Own the ecosystem partner marketing playbook by defining joint offers, enabling partner sellers, and shaping market narratives that tie Zuora to enterprise buyers through GSIs and ISVs.

Growth/Alliance Collaboration: Build accelerators, reference architectures, and vertical solutions with alliances and partner leads.
Joint Offering Definition: Specify target customers, use cases, outcomes, success metrics, and proof points.

Job Description

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, 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
Based in the Pacific or Mountain time zone

Nice to have

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

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

Zuora Community

The Zuora Community is the prime destination to receive award-winning support, get the latest news and release notifications, share ideas with Zuora's Product Team and connect with other Zuora users. Visit us at community.zuora.com

Founded in 2016

California, USA

community.zuora.com

Traffic Signals

Monthly Google Ads Budget

$5.5K

Marketing Team

Marketing Roles Posted (Last 30 Days)

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, 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
Based in the Pacific or Mountain time zone

Nice to have

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

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