Director, Solution Consulting

Over the past 15 years, we have seen a shift in the focus of business models across every industry – from selling physical products via one-time transactions to monetizing services via ongoing customer (aka subscriber) relationships. This is the “Subscription Economy” a phrase coined by our CEO, Tien Tzuo, he even wrote the book on it: Subscribed.

Companies have realized that the path to growth going forward is to establish direct, digital relationships with their customers, and monetize these relationships through an ever growing set of digital services. 

Our vision is simple: we call it “The World Subscribed.” It’s the idea that one day every company will join the Subscription Economy -- a $1.5 Trillion opportunity by 2025 according to UBS.

Our mission: to power the world’s best companies to win in the Subscription Economy.

The Team & Role

Our growth story is only just beginning and our Value Consulting team will help us accelerate it! We are seeking a highly collaborative, outcome-oriented Value Consulting leader to help us build out this new function globally. 

Reporting directly to the Sr. Director of Solution Consulting for the Americas, you will be a key member of the leadership team for Zuora working to secure deals, improve processes and manage a team of Solution Consultants.  This role will partner closely with our GTM, Product, Marketing, and other organizations to drive new ACV and Net Dollar Retention on our biggest and most strategic accounts across the entire Americas region.

What You’ll Do & Achieve

• Hire, lead, coach, and motivate a growing team of Solution Consultants, building our consultative selling function as we continue to scale
• Partner directly with our Head of Sales for Americas Strategic Accounts, and act as their technical counterpart with key customers
• Develop and implement innovative value-selling approaches adapted to Zuora’s growing customer base
• Lead the team through execution of sales campaigns for commercial and enterprise-level customers; be there to provide immediate feedback
• Contribute to the vision and strategy of the Presales team
• Build trust-based relationships at the executive level with customers and partners
• Work cross-functionally with Marketing, Sales, Global Services, Customer Success, and Support to drive sustainable growth and long-term customer partnerships
• Partner with Product Mgt on Prospect and Customer feedback in regards to product roadmap Opportunities and Releases

In this role you’ll get to

• Hire, lead, coach, and motivate a growing team of Solution Consultants, building our consultative selling function as we continue to scale
• Partner directly with our Head of Sales for Americas Strategic Accounts, and act as their technical counterpart with key customers
• Develop and implement innovative value-selling approaches adapted to Zuora’s growing customer base
• Lead the team through execution of sales campaigns for commercial and enterprise-level customers; be there to provide immediate feedback
• Contribute to the vision and strategy of the Presales team
• Build trust-based relationships at the executive level with customers and partners
• Work cross-functionally with Marketing, Sales, Global Services, Customer Success, and Support to drive sustainable growth and long-term customer partnerships
• Partner with Product Mgt on Prospect and Customer feedback in regards to product roadmap Opportunities and Releases

Who we’re looking for

• Experience of building out a Solution Consulting organization in a high-growth environment
• Track record of leading customer-facing teams with proven ability to recruit, coach, and motivate teams and gain trust from all levels within the organization
• Comfortable leading by example and getting hands-on in deals
• Strong cultural sensitivity and demonstrable experience of managing teams
• Strong customer presence, interaction and presentation skills 
• Effective in customer facing/live engagements
• Compelling leader who can effectively develop trust to supportively coach and drive team motivation
• Track record in building organizations and hiring and training top talent
• Track record in developing value-based proposals and value-propositions
• Solid understanding of SaaS software and recurring revenue business models
• Business acumen and knowledge of core vertical industry in customer base
• Strong, rational thinker with demonstrated c