Manager, Solution Consulting - East

OUR VISION: THE WORLD. SUBSCRIBED.

For the last 100 years, companies have operated primarily under a product-centric business model, where the goal was to make, ship, and sell more units. Today, there’s a demand to have products and services delivered on a continual, subscription basis; to upgrade and access new innovations and features constantly. This is the end of ownership and it changes everything. Our vision is “The World Subscribed” where one day every company will be a part of the Subscription Economy® (a phrase coined by our CEO, Tien Tzuo and author of the best selling book Subscribed).

Zuora’s leading, cloud-based software solution automates all subscription order-to-revenue operations in real-time for any business. Companies in any industry can launch new businesses, shift products to subscription, implement new pay-as-you-go pricing and packaging models, gain new insights into subscriber behavior, and disrupt market segments to gain competitive advantage.

Our growth story is only just beginning and our Solution Consulting team will help us accelerate it! We are seeking a highly collaborative, outcome-oriented Solution Consulting Leader for our Enterprise East Team. 

Reporting directly to the Senior 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 for our East 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 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

WHAT YOU’LL NEED TO BE SUCCESSFUL

• The ideal candidate balances leadership, business, and technical skills. A solid communicator and partner to the sales leadership, he/she will possess the following core skills

Leadership Skills

• 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

Customer-Centric and Value-based Selling

• 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.

Skills & Background 

• 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

ABOUT ZUORA & OUR “ZEO” CULTURE

Zuora (NYSE: ZUO) Zuora provides the leading cloud-based subscription management platform that functions as a system of record for subscription businesses across all industries. Powering the Subscription Economy®, the Zuora platform was architected specifically for dynamic, recurring subscription business models and acts as an intelligent subscription management hub that automates and orchestrates the entire subscription order-to-revenue process seamlessly across billing and revenue recognition. Zuora serves more than 1,000 companies around the world, including Box, Ford, Penske Media Corporation, Schneider Electric, Siemens, Xplornet, and Zoom.

At Zuora, we have one CEO but ​every employee is empowered and supported to be the ‘ZEO’ of their own career experience. By embedding inclusion and belonging into our processes, policies and culture, we are building a workplace where our 1,200+ ZEOs across North America, Europe, and APAC can bring all the elements of who they are into their work. In addition to an industry-leading six-month, 100% paid parental leave for all our ZEOs, we also offer programs to support your mental health and give back to our communities along with “career cash” and plenty of learning and development opportunities.

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.