Senior Product Marketing Manager, GSI – Ecosystem GTM

📋 Description

• Develop scalable joint solutions and strategies in collaboration with Alliances and partner practice leaders, encompassing accelerators, assessments, reference architectures, implementation blueprints, and industry-specific solutions.

• Identify target customers, use cases, and desired outcomes for each strategy, including problem statements, success metrics, and proof points.

• Align joint solutions with consistent land and expand strategies that partners can effectively execute.

• Enhance co-selling and sell-through readiness by training Zuora and partner sellers on the optimal positioning of Zuora through partners.

• Produce partner- and field-facing enablement materials such as presentations, one-pagers, battlecards, solution briefs, talk tracks, and concise assets customized for partner usage.

• Assist in strategic endeavors by crafting tailored narratives and executive-level storylines for complex opportunities where partners take the lead or share leadership.

• Collaborate with Global Alliances to establish partner tiers, focus areas, and objectives across pipeline, annual contract value (ACV), product attachment, and marketplace contributions.

• Formulate joint business plans segmented by region and industry, incorporating marketplace initiatives and shared success metrics.

• Serve as the ecosystem's representative by relaying insights from partners, customers, and the market back to Product, PMM, and Sales.

• Contribute to the roadmap, pricing and packaging, and future joint offerings based on partner feedback, deal trends, and win/loss analysis.

• Selectively engage in thought leadership and co-marketing content that highlights Zuora’s position in partner-led monetization and financial transformation.

⛳️ Requirements

• 6–8+ years of experience in B2B SaaS product marketing, solution marketing, or ecosystem/partner PMM, including significant experience supporting indirect or channel strategies across GSIs, ISVs, marketplaces, or strategic alliances.

• Demonstrated success in transforming platform capabilities into partner-sellable solutions and launching joint offerings in the market beyond just MDF or event-driven initiatives.

• A solid understanding of enterprise sales cycles and partner-led programs, including the influence or leadership of GSIs and ISVs in transformation efforts.

• Excellent storytelling and executive communication abilities, capable of effectively engaging with C-level stakeholders at Zuora and within partner organizations.

• Proven capability to collaborate cross-functionally across Alliances, Product, Sales, Customer Success, and Marketing.

• Experience utilizing data and qualitative insights, including pipeline performance, partner feedback, and win/loss analysis, to prioritize strategies, refine offerings, and modify go-to-market approaches.

• Bonus points if you have experience with AI-, data-, or usage-based monetization strategies and/or developing offers in cloud marketplaces.

🏝️ Benefits

• Competitive salary, variable bonus, performance-based rewards, and retirement plans.

• Health, dental, and vision coverage.

• Generous and flexible time off, in addition to 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 facilitate ongoing personal and professional growth.

• Opportunities for volunteer work and community engagement, including charitable contribution matching where applicable.

• Resources and support for mental well-being.