Senior Partner Account Manager
Docusign, Seattle, WA, 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
Work closely with the Director, Partner Alliances and cross‑functionally with Sales, Marketing, and Partner Success teams to define Partner GTM strategy, at the Regional Vice President team and Account Executive level, to increase DAP sales
Be the single point of contact for the field organization and simplify their ability to team with SIs and accelerate opportunities to win
Lead SI evangelism and awareness efforts to ensure field organization is current and thorough in their understanding of the unique value proposition of our SI partner ecosystem that connects and contributes to the CBU and EBU segment
Facilitate the engagement of most qualified SIs and DocuSign Field Account Executives to more effectively team and co‑sell to grow DAP revenue
Manage Top Target account lists, engage SIs in partnership with the Field Account Executive, hold each party accountable for driving client engagement, and accelerate wins for DocuSign and the SI
Collaborate and coordinate with the Marketing team to develop GTM plans that generate or progress pipeline with partners
Engage closely with the Partner Success and Professional Services teams to assist with customer satisfaction and driving meaningful business outcomes with our mutual clients
Understand SI gaps for the NA CBU and EBU segment and help with the identification of new solution offerings or recruitment of new SIs
Execute on key governance activities and provide business visibility and reporting in a regular cadence
Report out on critical business insights across the NA CBU and EBU including but not limited to best practices, industry and use case emerging trends, and learnings from loss reviews
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)
What you bring Basic
8+ years of relevant experience
Experience selling or promoting software technology solutions in a sales or business development role
Experience with field level partner management and co‑sell engagement
Bachelor’s degree or equivalent
Preferred
MBA
Proven track record in enterprise software working with Consulting and SI Alliances or related role(s)
Experience owning Strategic Partner Development Plans for a suite of Partners and able to demonstrate partner success through impact against company key performance indicators (KPIs)
Comfortable engaging at the VP‑level as a strategic business advisor
Experience working with Cloud‑based SaaS solutions
Excellent communication and presentation skills
Highly collaborative, strategic and focused
Track record of delivering against quantifiable reach and revenue goals while teaming and selling with SIs
Strong operational rigor and discipline
Wage Transparency Pay for this position is based on a number of factors including geographic location and may vary depending on job‑related knowledge, skills, and experience.
This Role Is Also Eligible For The Following
Bonus: Sales personnel are eligible for variable incentive pay dependent on their achievement of pre‑established sales goals. Non‑Sales roles are eligible for a company bonus plan, which is calculated as a percentage of eligible wages and dependent on company performance.
Stock: This role is eligible to receive Restricted Stock Units (RSUs).
Benefits
Paid Time Off: earned time off, as well as paid company holidays based on region
Paid Parental Leave: take up to six months off with your child after birth, adoption or foster care placement
Full Health Benefits Plans: options for 100% employer‑paid and minimum employee contribution health plans from day one of employment
Retirement Plans: select retirement and pension programs with potential for employer contributions
Learning and Development: options for coaching, online courses and education reimbursements
Compassionate Care Leave: paid time off following the loss of a loved one and other life‑changing events
Work Authorization Notice Please note that we do not provide visa sponsorship or immigration support for this position. Applicants must already be authorized to work in the United States on a full‑time, permanent basis without the need for current or future sponsorship.
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.
States Not Eligible for Employment This position is not eligible for employment in the following states: Alaska, Hawaii, Maine, Mississippi, North Dakota, South Dakota, Vermont, West Virginia and Wyoming.
Equal Opportunity Employer It’s important to us that we build a talented team that is as diverse as our customers and where all employees feel a deep sense of belonging and thrive. We encourage great talent who bring a range of perspectives to apply for our open positions. Docusign is an Equal Opportunity Employer and makes hiring decisions based on experience, skill, aptitude and a can‑do approach. We will not discriminate based on race, ethnicity, color, age, sex, religion, national origin, ancestry, pregnancy, sexual orientation, gender identity, gender expression, genetic information, physical or mental disability, registered domestic partner status, caregiver status, marital status, veteran or military status, or any other legally protected category.
EEO Know Your Rights EEO Know Your Rights poster
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What you’ll do
Work closely with the Director, Partner Alliances and cross‑functionally with Sales, Marketing, and Partner Success teams to define Partner GTM strategy, at the Regional Vice President team and Account Executive level, to increase DAP sales
Be the single point of contact for the field organization and simplify their ability to team with SIs and accelerate opportunities to win
Lead SI evangelism and awareness efforts to ensure field organization is current and thorough in their understanding of the unique value proposition of our SI partner ecosystem that connects and contributes to the CBU and EBU segment
Facilitate the engagement of most qualified SIs and DocuSign Field Account Executives to more effectively team and co‑sell to grow DAP revenue
Manage Top Target account lists, engage SIs in partnership with the Field Account Executive, hold each party accountable for driving client engagement, and accelerate wins for DocuSign and the SI
Collaborate and coordinate with the Marketing team to develop GTM plans that generate or progress pipeline with partners
Engage closely with the Partner Success and Professional Services teams to assist with customer satisfaction and driving meaningful business outcomes with our mutual clients
Understand SI gaps for the NA CBU and EBU segment and help with the identification of new solution offerings or recruitment of new SIs
Execute on key governance activities and provide business visibility and reporting in a regular cadence
Report out on critical business insights across the NA CBU and EBU including but not limited to best practices, industry and use case emerging trends, and learnings from loss reviews
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)
What you bring Basic
8+ years of relevant experience
Experience selling or promoting software technology solutions in a sales or business development role
Experience with field level partner management and co‑sell engagement
Bachelor’s degree or equivalent
Preferred
MBA
Proven track record in enterprise software working with Consulting and SI Alliances or related role(s)
Experience owning Strategic Partner Development Plans for a suite of Partners and able to demonstrate partner success through impact against company key performance indicators (KPIs)
Comfortable engaging at the VP‑level as a strategic business advisor
Experience working with Cloud‑based SaaS solutions
Excellent communication and presentation skills
Highly collaborative, strategic and focused
Track record of delivering against quantifiable reach and revenue goals while teaming and selling with SIs
Strong operational rigor and discipline
Wage Transparency Pay for this position is based on a number of factors including geographic location and may vary depending on job‑related knowledge, skills, and experience.
This Role Is Also Eligible For The Following
Bonus: Sales personnel are eligible for variable incentive pay dependent on their achievement of pre‑established sales goals. Non‑Sales roles are eligible for a company bonus plan, which is calculated as a percentage of eligible wages and dependent on company performance.
Stock: This role is eligible to receive Restricted Stock Units (RSUs).
Benefits
Paid Time Off: earned time off, as well as paid company holidays based on region
Paid Parental Leave: take up to six months off with your child after birth, adoption or foster care placement
Full Health Benefits Plans: options for 100% employer‑paid and minimum employee contribution health plans from day one of employment
Retirement Plans: select retirement and pension programs with potential for employer contributions
Learning and Development: options for coaching, online courses and education reimbursements
Compassionate Care Leave: paid time off following the loss of a loved one and other life‑changing events
Work Authorization Notice Please note that we do not provide visa sponsorship or immigration support for this position. Applicants must already be authorized to work in the United States on a full‑time, permanent basis without the need for current or future sponsorship.
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.
States Not Eligible for Employment This position is not eligible for employment in the following states: Alaska, Hawaii, Maine, Mississippi, North Dakota, South Dakota, Vermont, West Virginia and Wyoming.
Equal Opportunity Employer It’s important to us that we build a talented team that is as diverse as our customers and where all employees feel a deep sense of belonging and thrive. We encourage great talent who bring a range of perspectives to apply for our open positions. Docusign is an Equal Opportunity Employer and makes hiring decisions based on experience, skill, aptitude and a can‑do approach. We will not discriminate based on race, ethnicity, color, age, sex, religion, national origin, ancestry, pregnancy, sexual orientation, gender identity, gender expression, genetic information, physical or mental disability, registered domestic partner status, caregiver status, marital status, veteran or military status, or any other legally protected category.
EEO Know Your Rights EEO Know Your Rights poster
#J-18808-Ljbffr