Alliances & Channels Executive

CONTACT

📞 1.818.636.4119

📩 [email protected]

📩 [email protected]

🌐 kringsnet.io

🗺️ Los Angeles, CA

Recent Distinctions **

• Presidents Club (FY22)
• Top Global Alliances Manager (FY22)
• Presidents Club (FY21)
• Zuora Field MVP (FY19)
• Z-Awesome Award (FY17)

PROFESSIONAL EXPERIENCE

Director, Alliances - Global System Integrators | Zuora (NYSE: ZUO)

Feb ‘23 - Present

• Launch of Asset Based Solutions / Model Systems alongside PwC, resulting in Zuora's largest FY24 New Business deal. This initiative involved the creation of pre-configured Zuora instances designed to showcase Zuora's capabilities and PwC's added value independently, significantly advancing Zuora's presence in a previously underrepresented vertical.
• Helped PwC increase Zuora investment, a landmark development as PwC named two Partners/Principals with Zuora quotas. This marked the first instance of a Zuora Strategic Partner establishing dedicated Zuora practices, demonstrating the depth and impact of the partnership.
• Implemented Zuora’s Accelerate Partner Portal, introducing an innovative account planning tool within Salesforce. This tool has become essential for partner pipeline calls, enabling effective collaboration between Zuora alliance managers, BDRs, AEs, and partners, thereby significantly streamlining partner engagement
• Overhauled Zuora's partner/field engagement approach, introducing new AE alignment processes, templates, and Salesforce dashboards. These improvements have significantly optimized partner penetration insights and streamlined the distribution of Account Briefings, enhancing collaboration efficiency and strategic account management.
• An active tiger team member tasked with rethinking the synergy between Zuora's global services and partner co-delivery models. This initiative focused on balancing client success, partner margins, and Zuora's services model.

Attainment: FY24: 122% of FY24 Annual Quota. Distinctions: FY24 Global Partner of the Year, FY24 Services Partner of the Year, FY24 NoAm Alliances Manager of the Year, FY25Q1 Top Global Alliances Manager

Head of Field Alliances, North America | Zuora (NYSE: ZUO)

Feb ‘22 – Jan ‘23

• Managed the NoAm Field Alliances Team, overseeing East, West, and Strategic Sales PODs, focusing on enhancing partner collaboration in sales deals for co-sell and delivery. This role involved closely working with sales teams to boost partner attachment rates and streamline delivery processes.
• Drove pipeline growth with RSIs like Slalom, developing and implementing regional market-focused strategies and assets. Managed a weekly steering committee, overseeing a regional expansion plan that significantly contributed to ongoing deal development.
• Led a 12-person forecast call cadence, involving my team, Partner and Global Alliance Managers, Global Services leadership, and Sales leadership, ensuring accountability and alignment in strategies and goals.
• Developed and rolled out operational dashboards in collaboration with IT and operations leadership. These tools streamlined daily tasks for my team, allowing more focus on strategic thinking and revenue-generating activities.
• Conducted rigorous quarterly QBRs with my direct reports, focusing on sales POD analysis, quota achievement strategies, and business adaptation based on field insights. This process was instrumental in empowering the Regional Alliances Managers to shape the business strategy actively.
• Oversaw regional strategy execution, coordinating with global alliance managers to drive in-region events and align with regional systems integrator partners. My team was integral in pipeline calls with key GSIs, forecast cadences with AEs, and customer-facing discussions for partner-led deployments.

Attainment: FY23: 106% of Quota (roll-up)

Regional Alliances Manager, North America - West | Zuora (NYSE: ZUO)

Aug ‘20 - Jan ‘22

• Helped execute a major strategic shift in Zuora’s field team, transitioning from internal Zuora Services Deployment to RSI and GSI led services for the majority of new business deals. Successfully guided Sales PODs to achieve 80% and 90% partner attachment, far exceeding the initial projection of 50%.
• Collaborated effectively with Zuora Sales, Pre-Sales, Global Services, and PwC to secure the largest Partner Sourced Deal in the company's history. This deal was instrumental in supporting the Order-to-Cash transformation of a company recently acquired by a Private Equity Group.
• Fostered a robust relationship with PwC’s Global Order to Cash & Transformation organization, leading to a significant increase in Zuora deployments - from 1 in FY21 to 11 in FY22. This includes overseeing the first partner-led deployment of all Zuora products in a single project, a testament to my strategic alliance management and project oversight skills.
• Successfully led four different System Integrators through their initial Zuora implementations, establishing me as the only alliance manager to guide more than one SI through their first project as Prime.

Attainment: FY21: 128% of Quota, FY22: 150% of Quota  Distinctions: FY22 Top Global Alliances Manager, FY21 Presidents Club, FY22 Presidents Club

Alliances GTM, Senior Global Manager | Zuora (NYSE: ZUO)

Feb ‘20 - Jul ‘20

• Worked with the XaaS Group in PwC’s Transformation Platform to Launch the PwC // Zuora - 90-Day Subscription Launch Plan which allowed clients who sold traditional production or perpetual software to launch of subscription based products in only a single quarter with PwC’s best practices enabled by Zuora software.
• Oversaw the V1 launch of Zuora’s internal tracking tool for Partner engagement at different prospect and client accounts for the first time adding metrics towards Zuora’s alliances team efforts.
• Launched Zuora’s first regular cadence of newsletter, product updates, case studies, and ‘marketing to’ efforts towards both GSI and RSI consulting firms

Partner & Franchise Marketing, Global Manager | Zuora (NYSE: ZUO)

Feb ‘18 - Jun ‘20

• Successfully nurtured and grew high-value partnerships with leading System Integrators (SIs) and advisory firms such as Accenture, RSM, EY, PwC, and Deloitte, which were instrumental in securing 75% of the BU's FY19 deals.
• Led the inception and execution of the “Subscribed for RevRec” tradeshow, effectively establishing it as a, key event in the industry. This initiative required leadership in event management and strategic marketing.
• Organized and managed over 15 partner events of substantial impact, substantially boosting sponsorship revenue for a major annual conference.
• Acted as a key liaison, facilitating seamless collaboration between field teams, marketing, and alliances. This role was crucial in aligning diverse teams towards unified and effective partnership strategies, demonstrating strong coordination and communication skills.
• Developed and implemented territory planning, teaming strategies, and comprehensive training programs for three new advisory partners. This strategic approach was vital in expanding and strengthening the company's partnership network.

Business Development, Team Leader (Zuora Revenue) | Zuora (NYSE: ZUO)

Jun ‘17 – Jan ’18

• Handpicked by the VP of Business Development to lead the creation and execution of a BDR go-to-market strategy for a newly acquired line of business. This role involved strategic planning, design, and implementation, demonstrating high trust and recognition in my ability to drive new business initiatives.
• Conducted a comprehensive assessment of the total addressable market, developed targeted buyer personas, and crafted compelling messaging to seamlessly integrate the new line of business into the company's existing reporting structure.
• Spearheaded the development of training programs and the interviewing process for a new BDR team, which provided essential support to 10 field Account Executives. This initiative was critical in building a robust sales support structure, enhancing team capabilities, and driving sales effectiveness.

Attainment: ~300% of Quota & involvement in 60% of FY18 Deals for Product Line.  Distinctions: FY18 Zuora MVP Award

Lead Operations Analyst, Marketing & Business Development | Zuora (NYSE: ZUO)

Sep ‘16 – Jun ‘17

• Developed and delivered comprehensive weekly KPI reports, analyzing account engagement, opportunity creation, and campaign performance. These reports provided crucial insights for both tactical decisions at the user level and strategic planning at the executive committee level.

• Played a key role in implementing “Full Circle Response Management” within Salesforce, successfully aligning sales and marketing funnels for improved efficiency and effectiveness.

• Led and managed multiple cross-departmental projects focused on enhancing database health, significantly optimizing Salesforce implementation and overall data integrity. This initiative resulted in streamlined operations and better data-driven decision-making across departments.

• Led the evaluation and implementation of the Outreach.io platform for email automation, significantly enhancing productivity across 90+ Sales Representatives. This initiative led to a remarkable increase in account engagement and streamlined reporting, thanks to efficient training, Salesforce customizations, and standardized activity logging.

• Handpicked to manage operations and technical implementation of the new Sales Campaigns Team, which generated over $8,000,000 in qualified pipeline.

• Championed multiple key projects, including vendor reassessment and replacement, prospect database revitalization, and standardization of Salesforce activity tracking. These initiatives optimized operational efficiency and introduced innovative assessment methods for measuring reps' performance against key performance indicators (KPIs).

• Attainment: ~140% of quota attainment.  Distinctions: FY17 Z-Awesome Award

EDUCATION