---
title: 'VP, Global Alliances at Zuora'
canonical: 'https://feeny.ai/job/vp-global-alliances-zuora-foster-city-txmr9vf3ny1e'
type: 'job'
last_seen: '2026-10-18'
---

# VP, Global Alliances at Zuora

- **Company:** Zuora
- **Location:** Foster City, CA
- **Compensation:** $270k–$450k
- **Posted:** 2026-10-14
- **Last confirmed live:** 2026-10-18
- **Apply:** https://boards.greenhouse.io/zuora/jobs/8266001?gh_jid=8266001

## Job description

## 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.

Go-to-Market Leadership

- Collaborate closely with Sales, Marketing, Product, Customer Success, Professional Services, and Operations teams to integrate partners into global go-to-market strategies.
- Ensure partnerships are embedded within account planning, territory planning, and industry-specific growth initiatives.
- Develop and execute partner-enabled sales motions that increase pipeline creation, accelerate deal velocity, and improve win rates.
- Drive adoption of company programs, solutions, and initiatives throughout the partner ecosystem.

## About You

You may be a great fit if you:

- Have 10+ years of experience in alliance management, partnership management, or a similar role within B2B SaaS.
- Bring a proven track record of managing and growing relationships with GSIs and global ISV partners, ideally within a co-sell framework.
- Have a strong understanding of enterprise sales cycles and a demonstrated ability to drive revenue through indirect channels.
- Excel at cross-functional collaboration and can work effectively with Product & Technology, Sales, Marketing, Services, and Finance teams.
- Are an exceptional communicator, presenter, and negotiator who can engage audiences ranging from technical teams to C-level executives.
- Think strategically about long-term partnership growth while also driving short-term business outcomes.

## 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

*Benefits may vary by location; details will be shared during the interview process

#ZEOLife at Zuora

ZEOs (our employees) are empowered to take ownership, challenge the status quo, and make a real impact. We:

- Collaborate deeply across teams and regions
- Learn constantly and iterate often
- Build an inclusive, high-performance culture where people feel inspired, connected, and valued

Our Commitment to an Inclusive Workplace

Think, be and do you. At Zuora, different perspectives, experiences, and contributions matter — everyone counts.

Zuora is proud to be an Equal Opportunity Employer committed to creating an inclusive environment for all. We do not discriminate on the basis of, and consider individuals seeking employment with Zuora without regard to, race, religion, color, national origin, sex (including pregnancy, childbirth, reproductive health decisions, or related medical conditions), sexual orientation, gender identity, gender expression, age, status as a protected veteran, status as an individual with a disability, genetic information, political views or activity, or other applicable legally protected characteristics.

We encourage candidates from all backgrounds to apply. Applicants in need of special assistance or accommodation during the interview process or in accessing our website may contact us by sending an email to assistance@zuora.com (or local equivalent, where applicable). The pay range details represent the annualized salary range for the posted position and a variable component. While we share a comprehensive range, a candidate’s final base salary will fall within these guidelines and will be determined based on multiple factors including but not limited to: qualifications of the candidate, job related knowledge, prior related experience, specific and unique skills, the location of the role, internal equity and internal budget. Base pay is only one element of Zuora’s Total Rewards Package. Additional elements may also include bonus/variable compensation, equity and comprehensive benefits, more details found [here](https://www.zuora.com/careers-life/).

Total Compensation (OTE) $270,000—$450,000 USD

## About Zuora

## Company Overview
- **One-liner**: Zuora provides a cloud-based monetization platform that enables companies to launch, manage, and grow subscription, usage, and hybrid recurring revenue models through an integrated quote-to-cash and revenue recognition system.
- **Entity Type**: Public (NYSE: ZUO)
- **Headquarters**: Redwood City, California, USA
- **Founded**: 2007
- **Founders**: Tien Tzuo (CEO), K.V. Rao, Cheng Zou

## Core Business
- Primary industry/industries: Financial Technology (FinTech), Subscription Management, Recurring Billing, Revenue Automation
- Target customers: B2B; primarily mid-market to enterprise companies across industries (tech, media, manufacturing, automotive, industrial) that operate subscription, usage-based, or hybrid pricing models. Key customers include BMC Software, Box, Caterpillar, General Motors, Schneider Electric, Siemens, and Zoom.
- Mission or purpose statement: To enable the world’s best companies to win in the Subscription Economy® by helping them build, manage, and grow direct, digital subscriber relationships.

## Products & Services
- **Zuora Billing**: A flexible billing engine supporting any mix of recurring, usage-based, or one-time pricing models with a comprehensive product catalog, automated invoicing, and dunning management.
- **Zuora Revenue**: An automated revenue recognition solution that handles complex ASC 606/IFRS 15 compliance, contract modifications, and audit-ready reporting and disclosures.
- **Zuora Collections**: An AI-powered receivables management solution that automates the full collections journey to accelerate cash recovery while maintaining customer relationships.
- **Zuora Payments**: A global payment management platform with flexible provider options, built-in fraud protection, and a partner network to boost payment success rates and reduce churn.
- **Zuora CPQ**: A configure-price-quote tool built for recurring revenue and complex enterprise deals, ensuring seamless flow from quote to billing and revenue recognition.
- **Zuora Central Platform**: The core integration and extensibility layer with APIs, webhooks, event-driven syncs, ERP/CRM connectors, and low-code workflows.
- **Zuora AI Paywalls**: An AI-powered tool to deliver personalized paywalls, trials, freemium offers, and bundles with no coding required.
- **Zephr**: A subscription experience platform (acquired) for managing subscriber access, identity, and experiences.

## Market Standing
- **Valuation/Market Cap**: Market cap of approximately $1.5–$2.0 billion (as of mid-2025, fluctuates with market).
- **Key Metric**: Annual Recurring Revenue (ARR) not publicly disclosed in recent filings; total revenue for FY2025 (ending Jan 31, 2025) was approximately $460 million.
- **Notable Investors/Partners**: Major institutional investors include BlackRock, Vanguard, and others. Key technology partners include Salesforce, NetSuite, SAP, Workday, and major payment gateways.
- **Growth Signals**: Named a Leader in the 2025 Gartner® Magic Quadrant™ for Recurring Billing Applications; ranked #1 in the ISG Research Subscription Management Buyers Guide; recognized as a Leader in the 2025 Forrester Wave™ for Recurring Billing Solutions; ranked #1 in Product and Strategy in Automated Revenue Management; serves over 1,000 companies worldwide; expanding AI capabilities across the platform.

## Competitive Advantages
- **Pioneer and market definer**: Coined the term "Subscription Economy®" and has 15+ years of domain expertise in recurring revenue business models.
- **End-to-end platform**: Only vendor offering a fully integrated quote-to-cash and revenue recognition solution in a single system, reducing integration complexity.
- **Audit-ready by design**: No Zuora public customer has ever failed a revenue audit, a powerful trust signal for public companies and regulated industries.
- **AI-first innovation**: Embedded AI across the platform for predictive collections, revenue insights, and automated paywalls, with a human-in-the-loop governance model.
- **Deep enterprise capabilities**: Supports multi-entity, multi-currency, global tax compliance, and complex pricing models (usage, hybrid, AI tokens) that competitors struggle with.
- **ERP-agnostic architecture**: Designed to integrate without requiring a re-platforming of existing ERP systems.

## Strategic Focus
- **AI monetization**: Helping customers launch and manage AI-driven pricing models (e.g., token-based usage) with end-to-end metering, billing, and revenue recognition.
- **Expanding AI platform capabilities**: Building AI tools specifically for finance teams (CFOs, Controllers) to automate manual reconciliation, forecasting, and compliance work.
- **Global expansion**: Deepening presence in EMEA and APAC with local offices and compliance support.
- **Partner ecosystem growth**: Strengthening integrations with major ERP, CRM, and payment platforms to reduce implementation friction.
- **Customer time-to-value**: Using AI to accelerate implementation and migration cycles, including automated contract-to-catalog translation and data mapping.

## Why Work Here
- **Culture**: Emphasizes a "people first" culture where employees (called "ZEOs") are empowered to take initiative and own outcomes. Core values include "Subscriber Obsessed," "Own Our Outcomes," "Catalyze What's Next," "Build Trust," and "Better Together."
- **Flexible work**: Distributed workforce with flexible work arrangements; offices in Redwood City (HQ), Atlanta, Boston, Frisco, New York, Costa Rica, London, Stockholm, Paris, Munich, Milan, Zurich, Beijing, Tokyo, Sydney, and Chennai.
- **Remote options**: Many roles are remote-friendly, especially in engineering, customer success, and sales.
- **Engineering culture**: Focus on building AI-driven financial software; roles include AI Engineers, Solutions Architects, and Product Managers working on cutting-edge monetization technology.
- **Award-winning workplace**: Recognized as a great place to work with a strong sense of community and mission-driven work.
- **Growth opportunities**: As a public company with expanding product lines and global footprint, there are opportunities to work on high-impact problems at scale.

## Sources
1. [zuora.com](https://www.zuora.com/)
2. [zuora.com/about](https://www.zuora.com/about/)
3. [zuora.com/careers](https://www.zuora.com/careers/)
4. [linkedin.com/company/zuora](https://www.linkedin.com/company/zuora)
5. [zuora.com/careers-search-jobs](https://www.zuora.com/careers-search-jobs/)

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