Partner Account Manager
DocuSign, Inc., San Francisco, CA, United States
Company Overview
Docusign brings agreements to life. Over 1.5 million customers and more than a billion people in over 180 countries use Docusign solutions to accelerate the process of doing business and simplify people’s lives. With intelligent agreement management, Docusign unleashes business‑critical data that is trapped inside of documents. Until now, these were disconnected from business systems of record, costing businesses time, money, and opportunity. Using Docusign’s Intelligent Agreement Management platform, companies can create, commit, and manage agreements with solutions created by the #1 company in e‑signature and contract lifecycle management (CLM).
What You'll Do As a Partner Account Manager, you will manage SAP, channel reseller, and distributor partners as part of the Latin America Channel team to drive reseller sourced opportunities and increase resell partner revenue for the region. You are focused on selling use cases, products and services using the Docusign Solutions Portfolio and presenting the value pitch through the partner ecosystem to support the regional sales team. You are accountable for promoting the solution's approach process between Docusign and partner exec and sales teams so they can work together with productive connections striving to exceed the monthly and quarterly quotas, providing proactive deal management, forecast accuracy and driving adoption and usage with channel resell partner customers and prospects in collaboration with internal teams and the broader Docusign partner ecosystem. This is a closing role and will work closely with the Latin America Channel team to close sourced opportunities from existing partners. You are a team player and will help and support other team members succeed. This is a phenomenal opportunity for an experienced Account Sales or Channel Business Development professional to join a growing channel program and make a significant impact.
This position is an individual contributor role reporting to the Sr. Director, Alliances & Partner Development - LATAM.
Responsibilities
Drive new opportunities with SAP to ensure Docusign matches the regional revenue targets for the partnership.
Maintain a high accuracy level of the sales forecast on a quarterly and annual basis.
Develop and deliver customized sales presentations and product demonstrations, by phone and via online demo, to the SAP team and their customers.
Support the needs to attend customer proposal requirements such as providing SBOs when needed.
Forecast sales activity and revenue achievements accurately through the proper use of the sales tools available.
Attend forecast sales meetings on a weekly basis providing reliable information from the existing deals in the pipeline.
Collaborate effectively and engage pre and post sales resources including Solutions Engineers, Account Executives, Customer Expansion and Retention teams, Customer Support, Revenue Operations and Legal Teams available in the region.
Collaborate cross‑functionally with Resell CAMs, Field AEs, Renewal Managers and Customer Success Executives whenever necessary.
Approach SAP sales and executive teams to grow the business in Mexico, including engaging and developing a productive relationship with VP levels, sales directors, account executives and segment leaders to drive results according to our sales objectives in the region.
Travel needed Job Designation Hybrid:
Employee divides their time between in‑office and remote work. Access to an office location is required. (Frequency: Minimum 2 days per week; may vary by team but will be weekly in‑office expectation)
Positions at Docusign are assigned a job designation of either In Office, Hybrid or Remote and are specific to the role/job. Preferred job designations are not guaranteed when changing positions within Docusign. Docusign reserves the right to change a position’s job designation depending on business needs and as permitted by local law.
Basic Qualifications
Bachelor’s Degree in Business Management or its equivalent.
8+ years of channel or direct sales experience in a Partner Account Manager role or a quota‑carrying equivalent role.
Fluent in English and Spanish.
Preferred Qualifications
8+ years of experience in a SaaS company, preferably in a Sales, Business Development or Marketing role.
Additional language skills will be an advantage.
Strong focus on company vision & mission and sales execution.
Hardworking, initiative with a go‑getter work attitude.
Excellent written and verbal communication (English and Portuguese would be a differential) and time management skills.
Ability to work in a fast‑paced changing environment.
Great teammate who can collaborate across the organization with various departments to devise plans that respond to customer demands involving sales, marketing, operations, customer service and support.
Working Here Docusign is committed to building trust and making the world more agreeable for our employees, customers and the communities in which we live and work. You can count on us to listen, be honest, and try our best to do what’s right, every day. At Docusign, everything is equal.
We each have a responsibility to ensure every team member has an equal opportunity to succeed, to be heard, to exchange ideas openly, to build lasting relationships, and to do the work of their life. Best of all, you will be able to feel deep pride in the work you do, because your contribution helps us make the world better than we found it. And for that, you’ll be loved by us, our customers, and the world in which we live.
Accommodation Docusign is committed to providing reasonable accommodations for qualified individuals with disabilities in our job application procedures. If you need such an accommodation, or a religious accommodation, during the application process, please contact us at accommodations@docusign.com.
If you experience any issues, concerns, or technical difficulties during the application process please get in touch with our Talent organization at taops@docusign.com for assistance.
Applicant and Candidate Privacy Notice
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What You'll Do As a Partner Account Manager, you will manage SAP, channel reseller, and distributor partners as part of the Latin America Channel team to drive reseller sourced opportunities and increase resell partner revenue for the region. You are focused on selling use cases, products and services using the Docusign Solutions Portfolio and presenting the value pitch through the partner ecosystem to support the regional sales team. You are accountable for promoting the solution's approach process between Docusign and partner exec and sales teams so they can work together with productive connections striving to exceed the monthly and quarterly quotas, providing proactive deal management, forecast accuracy and driving adoption and usage with channel resell partner customers and prospects in collaboration with internal teams and the broader Docusign partner ecosystem. This is a closing role and will work closely with the Latin America Channel team to close sourced opportunities from existing partners. You are a team player and will help and support other team members succeed. This is a phenomenal opportunity for an experienced Account Sales or Channel Business Development professional to join a growing channel program and make a significant impact.
This position is an individual contributor role reporting to the Sr. Director, Alliances & Partner Development - LATAM.
Responsibilities
Drive new opportunities with SAP to ensure Docusign matches the regional revenue targets for the partnership.
Maintain a high accuracy level of the sales forecast on a quarterly and annual basis.
Develop and deliver customized sales presentations and product demonstrations, by phone and via online demo, to the SAP team and their customers.
Support the needs to attend customer proposal requirements such as providing SBOs when needed.
Forecast sales activity and revenue achievements accurately through the proper use of the sales tools available.
Attend forecast sales meetings on a weekly basis providing reliable information from the existing deals in the pipeline.
Collaborate effectively and engage pre and post sales resources including Solutions Engineers, Account Executives, Customer Expansion and Retention teams, Customer Support, Revenue Operations and Legal Teams available in the region.
Collaborate cross‑functionally with Resell CAMs, Field AEs, Renewal Managers and Customer Success Executives whenever necessary.
Approach SAP sales and executive teams to grow the business in Mexico, including engaging and developing a productive relationship with VP levels, sales directors, account executives and segment leaders to drive results according to our sales objectives in the region.
Travel needed Job Designation Hybrid:
Employee divides their time between in‑office and remote work. Access to an office location is required. (Frequency: Minimum 2 days per week; may vary by team but will be weekly in‑office expectation)
Positions at Docusign are assigned a job designation of either In Office, Hybrid or Remote and are specific to the role/job. Preferred job designations are not guaranteed when changing positions within Docusign. Docusign reserves the right to change a position’s job designation depending on business needs and as permitted by local law.
Basic Qualifications
Bachelor’s Degree in Business Management or its equivalent.
8+ years of channel or direct sales experience in a Partner Account Manager role or a quota‑carrying equivalent role.
Fluent in English and Spanish.
Preferred Qualifications
8+ years of experience in a SaaS company, preferably in a Sales, Business Development or Marketing role.
Additional language skills will be an advantage.
Strong focus on company vision & mission and sales execution.
Hardworking, initiative with a go‑getter work attitude.
Excellent written and verbal communication (English and Portuguese would be a differential) and time management skills.
Ability to work in a fast‑paced changing environment.
Great teammate who can collaborate across the organization with various departments to devise plans that respond to customer demands involving sales, marketing, operations, customer service and support.
Working Here Docusign is committed to building trust and making the world more agreeable for our employees, customers and the communities in which we live and work. You can count on us to listen, be honest, and try our best to do what’s right, every day. At Docusign, everything is equal.
We each have a responsibility to ensure every team member has an equal opportunity to succeed, to be heard, to exchange ideas openly, to build lasting relationships, and to do the work of their life. Best of all, you will be able to feel deep pride in the work you do, because your contribution helps us make the world better than we found it. And for that, you’ll be loved by us, our customers, and the world in which we live.
Accommodation Docusign is committed to providing reasonable accommodations for qualified individuals with disabilities in our job application procedures. If you need such an accommodation, or a religious accommodation, during the application process, please contact us at accommodations@docusign.com.
If you experience any issues, concerns, or technical difficulties during the application process please get in touch with our Talent organization at taops@docusign.com for assistance.
Applicant and Candidate Privacy Notice
#J-18808-Ljbffr