Director, Alliances (Italy & Iberia) Milano

Director, Alliances (Italy & Iberia)
Milano
Lombardia, Milano

Director of Alliances, Italy & Iberia**:

**(Individual Contributor position)

- Location: Italy (Milan Area) or remote with agreement to travel within Italy, internal and external meetings

**The Role

The EMEA Alliances organization at Zuora provides leadership developing partnerships with our Strategic Consulting and Implementation Partners, as well as our strategic technology partners like Salesforce, MSFT and Adobe.

Zuora is transforming the Subscription Billing & Revenue Recognition industry and alignment of partners with Zuora's regional sales and services teams is a critical focus.

The "Director of Alliances, Nordics/Benelux" is a pivotal role responsible for managing the regional Alliances organization, focused on driving the development and management of our strategic partner ecosystem.

So what's in it for you?

Asides from the competitive benefits we pride ourselves on being a positive, encouraging, collaborative, inclusion, diverse and fun workplace.

Developing a great culture is a key value for Zuora and embraced by our European team.

For all the hard work to execute our partner programs we also encourage change management, progression, agility and a thought leadership approach.

**Responsibilities

Responsibility of our Italy/Iberia partner go-to-market strategy, joint sales execution, joint delivery, partner awareness, training and enablement.

We are energizing a vibrant partner community that accelerates the realization of our customers' business and technology transformations.

**Mission Statement - Focus and execute on a regional partner strategy to support franchise growth requirements.

Work across Zuora and Partner organisation to build a mature and scalable partner network that contributes to Sourced ACV, accelerate sales cycle and deliver multi competency high quality projects.

In this role, you will report to the EMEA VP of Alliances and work closely with the extended Alliance team to plan and execute a wide range of partner programs.

You will have a dotted line to the South EMEA country lead.

- Responsibility will be to develop and drive the execution of revenue-driving programs and initiatives, and for evangelizing Zuora's value proposition within the partner ecosystem and salesforce.

- Work closely with internal cross-functional stakeholders to leverage existing sales enablement, global partner enablement, services and customer success on messaging, methodology and Zuora best practices

- You will be responsible for the management and orchestration of System Integrators for Enterprise/Strategic accounts, with close alignment to a number of Sales & Services stakeholders.

- Develop joint business territory plans with an ecosystem of partners and deliver against joint targets.

- You will manage the forecast for influenced and sourced ACV and make sure that the System Integrators are well aligned with our Account Executives in the sales process.

You will work with presales (Sales Engineering) and post sales (Global Services) to build a partner plan in order to secure high quality in pre sales, delivery and post sales activities.

- Influence the partner ecosystem to create a dedicated Zuora practice that will enable them to drive digital transformation at their clients.

- Manage partner contracts from Accelerated Growth programs, delivery contracts, work with Services on SOW's and have experience with MSA/re-seller contracts.

- Work with Partner Delivery Success teams and Global Service organisation to increase and assist partner certifications and experience in Zuora (Crawl to Walk model) - Increasing capacity and maturity in partners across region.

**About You**:

- 6+ years of experience with proven success in building and managing SI partnerships along with two or more functional areas (e. g. , enterprise sales, channel sales, professional services, or business consulting)

- Be able to articulate and demonstrate your experience with GSI's like Accenture, Deloitte, PwC, EY, IBM, TCS as well as regional SI's.

- Experience working with Salesforce, MSFT and Adobe (strategic alliances partners) is preferential.

- True leadership with ability to display integrity and inspiration as well as obtain buy-in from others through logic and reasoning.

- Relentless execution, independently capable of seeking information, solving conceptual problems, corralling resources, and delivering results in challenging situations (aka you get things done!

)

- Initiative, fast moving with proven track record of finding ways through obstacles

- Ability to distill complex issues into structured frameworks and concrete action plans

- Top-notch communication and presentation skills, including experience communicating insights through data with senior-level executives and rallying cross functional teams through inspiration and vision

- Proven self-starter with a high degree of initiative.

Experience building partner ecosystems from the ground up.

This is a hands-on builder role.

- Experience as a Subscriptio