VP, Global Alliances

Foster City · USD 270,000-450,000 · 10+ years experience · Posted Oct 14, 2026

At a glance

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.

The VP, Global Alliances will define and execute a global partner ecosystem strategy to accelerate revenue growth, market expansion, and customer success.
This leader will build and scale a high-performing organization responsible for strategic relationships across GSIs, consulting firms, ISV partners, and cloud providers.
The role involves owning joint go-to-market strategies, co-sell motions, and executive-level relationship management while collaborating across internal departments.

Develop and execute a comprehensive global ecosystem strategy to drive incremental revenue and market share.
Build and evolve a differentiated partner program for GSIs, regional SIs, consulting firms, and technology partners.
Identify and cultivate next-generation partnerships in key industries and emerging markets.
Establish ecosystem priorities aligned with corporate growth objectives.
Build and maintain executive-level relationships with key alliance partners.
Lead joint business planning, including shared objectives, revenue targets, and investment plans.
Negotiate and oversee commercial agreements, partnership frameworks, and governance models.
Drive partner engagement across the customer lifecycle from demand generation to customer success.
Collaborate with Sales, Marketing, Product, and Services to integrate partners into global go-to-market strategies.
Develop partner-enabled sales motions to increase pipeline creation and deal velocity.

10+ years of experience in alliance management, partnership management, or a similar role within B2B SaaS.
Proven track record of managing and growing relationships with GSIs and global ISV partners.
Experience working within a co-sell framework.
Strong understanding of enterprise sales cycles.
Demonstrated ability to drive revenue through indirect channels.
Exceptional communication, presentation, and negotiation skills.
Ability to engage audiences ranging from technical teams to C-level executives.