Principal Partner Development Manager

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

Zuora’s Alliances Team enables our valued delivery, product and integration partners to drive success in the Subscription Economy. Creating top of funnel pipeline, engaging in joint marketing events, aligning joint value propositions and providing a best in class customer experience through win-win partnerships is what drives this team every day.  The ISV Partner team that this role will be part of enables partnerships such as: Chase, Adyen, PayPal, Avalara, Snowflake and Stripe.

In this role you’ll get to

• Work with industry leading fintech companies to drive positive outcomes for big named brands in the Subscription Economy.
• Run your own business. You will be given a portfolio of existing partners and have full autonomy to further build your book of business to achieve your revenue and opportunity creation targets.
• Flex your creativity on a daily basis by creating strategies, executing tactically and constantly iterating in order to achieve win-win outcomes for Zuora ISV Partners and Clients.
• Build and scale  operational processes that are key for us to memorialize in order to streamline the way we work and focus more on revenue generating activities.

Who we’re looking for

• 5-7 years of experience working in the Fintech space in Partnerships or Sales roles
• Working knowledge and experience leveraging partnerships to effectively sell into net new customer accounts
• Demonstrable history of meeting and exceeding quota along with the ability to draw a direct correlation to specific customer success stories
• Fintech is in your DNA. You understand the payments industry, and are always looking to stay up on what’s next in the industry.
• Ambiguity doesn’t keep you up at night. You thrive in fast paced environments where you’re able to iterate on strategy and tactics. You quickly pivot when something doesn’t turn out and double down when you’ve found something worth scaling.
• Excellent communicators, people who are comfortable with giving and receiving  constructive feedback and someone that can deliver a polished presentation like a casual conversation.
• Experienced in developing and executing co-sell GTM motions and the ability to tie these efforts directly to customer success stories.
• Strong analytical and problem-solving skills, including:
• Running reports from back office systems such as SFDC, PowerBI
• Aggregating this data using pivot tables, v-lookups, etc., to identify business trends that can inform strategy and identify opportunities for  improvement
• Proven experience influencing senior level partner executives
  
  

Benefits*

• Competitive compensation, company equity, and retirement programs
• Medical, dental and vision insurance
• Paid holidays and “wellness” days and company wide winter break
• Generous, flexible time off 
• 6 months fully paid parental leave
• Learning & Development stipend
• Opportunities to volunteer and give back, including charitable donation match
• Free resources and support for your mental wellbeing  

*Specific benefits offerings may vary by country 

About Zuora 

As the Subscription Economy leader, Zuora empowers today’s innovative companies to nurture and monetize direct, digital relationships. Our award-winning multi-product portfolio now includes Zuora Revenue, Zuora Collect and Zuora Central Platform. More recently, we’ve added subscription experience platform Zephr to our family, further expanding our capabilities to serve as an intelligent hub that monetizes the complete quote to cash and revenue recogni