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 command of outcome based sales models
• Effective interpersonal skills to create senior and executive relationships with key customer stakeholders
• Proven record of strategizing on large, complex sales
• Knowledge of the Subscription Economy, including typical business use cases, systems, technical language, specifications, and regulations.
• 8+ years of consultative selling in SaaS Enterprise Software experience, preferably in finance/billing/subscription-based area
• 3+ years managing Solution Consulting functions
• Strong career trajectory, history of top performance in successive roles
• Strong verbal and written communication at senior executive levels
• Must be self-managed, responsive and dedicated to customer success
• Familiarity building relationships with cross-functional partners
• Ability to challenge team and be challenged to achieve Solution Consultant goals
• Ability to ramp and enable new Sales Solution Consultants

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 recognition process at scale.

Through our combination of technology and expertise, Zuora (NYSE: ZUO) helps more than 1,000 companies around the world, including BMC Software, Box, Caterpillar, General Motors, Penske Media Corporation, Schneider Electric, Siemens and Zoom nurture and monetize direct, digital customer relationships. Headquartered in Silicon Valley, Zuora operates offices around the world in the U.S., EMEA, APAC and LATAM.

“ZEO” Culture

At Zuora, we’re building an inclusive, high-performance culture that every ZEO wants to subscribe to. We want ZEOs at every level to feel valued, included, and inspired to innovate, connect and collaborate authentically as we pioneer the Subscription Economy. You’ll be empowered to think like an owner, take initiative and together, with the support of your team you’ll push each other to the next level and help transform business models everywhere.

To learn more visit www.zuora.com

Zuora is proud to be an Equal Employment Opportunity Employer.

Think, be and do you! At Zuora, different perspectives, experiences and contributions matter. Everyone counts. Zuora is proud to be an Equal Opportunity Employer committed to creating an inclusive environment for all.

Zuora does not discriminate on the basis of, and considers individuals seeking employment with Zuora without regards to, race, religion, color, national origin, sex (including pregnancy, childbirth, reproductive health decisions, or related medical conditions), sexual orientation, gender identity, gender expression, age, status as a protected veteran, status as an individual with a disability, genetic information, political views or activity, or other applicable legally protected characteristics.

We encourage candidates from all backgrounds to apply. Applicants in need of special assistance or accommodation during the interview process or in accessing our website may contact us by sending an email to assistance(at)zuora.com.