Senior Partner Account Manager - ISV

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).

Our Partner Ecosystem teams collaborate with customers and partners across the globe to help them leverage the Docusign Intelligent Agreement Platform to transform the entire system of agreement process-from preparing to signing, acting on, and managing contracts and other types of agreements. Our teams partner with some of the largest, most innovative companies in the world in dozens of industries to bring the power of Docusign to more customers. Whether you are selling to a small business or a large enterprise, you will apply your extensive knowledge of our solutions, and leverage our strategic partnerships to help our customers grow their top and bottom line.

The person in this role will have demonstrated competence across a broad spectrum of account management responsibilities, such as relationship building, demand generation and sizing, program development and execution, forecasting, and SFDC reporting. Success will require a high level of skill in navigating complex industry dynamics, managing multiple projects and partner matrix environments along with internal Docusign knowledge of who to involve and when to involve them in partner rollouts. This role will drive success across a broad spectrum of account management responsibilities, including relationship building, demand generation, partnership opportunity sizing, forecasting, and SFDC reporting. You'll expertly manage complex projects within a matrixed partner using your internal Docusign knowledge to orchestrate successful partner rollouts by engaging the right internal stakeholders at the right time to ensure seamless and successful project execution. This person will manage a portfolio of ISV Technology Partners, approximately 5-10, while recruiting new partners to join Docusign Partner Programs. Success will be measured by: Qualified sales leads and new revenue bookings generated through or supported by partners. The recruiting and onboarding of new partner integrations. Partner performance scorecard.

This position is an individual contributor role reporting to the Senior Director of ISV Partnerships.

Responsibility

• Assist/ensure partners align and engage with our annual sales target for Managed ISV Industry Partnership

• Build GTM plans and be proactive on the specific needs in the product and marketing roadmap

• Formulate detailed action plans to drive execution based on thoughtful strategic and financial benefits as well as feasibility constraints to optimize partner

• Implement a strategic rollout plan from signed contract through integration and ongoing education involving all stakeholders, ensuring joint milestones are met, resolve partner issues as they arise, and/or escalate as necessary

• Improve continually the partner assets to support marketing and sales engagements i.e., business cases, case studies

• Build relationships with key executives within partner headquarters and field organizations

• Lead regular operating rhythms, e.g., pipeline review, quarterly business review to manage day-to-day execution, long-term strategic planning, and keeping the Docusign sales teams informed of new developments

• Manage deal desk/deal registration process, approvals for special pricing, and overall implementation and controls of partner policy/guidelines

• Contribute to increase awareness within Docusign and Partner ecosystem (Reseller and System Integrator) and sales emblement

• Engage internal leaders and support staff to ensure partners fully understand our sales strategy, priorities and sales play

• Provide regular feedback to management on critical factors affecting the business or relationships

• Track sales activities, opportunities and orders in company Salesforce CRM to ensure opportunities are tagged correctly and reporting of results is accurate

• Strategize and collaborate with Marketing to align sponsorship opportunities with partner event strategy and goals

• Travel, 20-30% of the time

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

• 8+ years of experience in channel/partner Business Development, marketing, and/or sales

• Experience influencing innovation within a partner ecosystem with either solutions and/or programs that have demonstrated successful revenue

Preferred

• Demonstrated ability to communicate, present and influence credibly and effectively

• Sales experience

• Consulting or analytics experience

• Self-starter and creative problem solver

• Proven ability to collaborate across functions within a matrixed environment

• Operational experience to execute technology deployments and troubleshoot to overcome roadblocks

• Analytical skills to develop business cases, track & analyze business performance and make recommendations to improve business results

• Output oriented with very strong ability to personally create high quality, customer-facing content including presentations and datasheets

• Excellent project management skills; able to effectively manage multiple ongoing projects to meet deadlines

• Experience with SaaS product offerings

• Experience in Financial Services

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.

Based on applicable legislation, the below details pay ranges in the following locations:

Washington, Maryland, New Jersey and New York (including NYC metro area): $126,500.00 - $182,500.00 base salary

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).

Global benefits provide options for the following:

• 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.

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

This position is not eligible for employment in the following states: Alaska, Hawaii, Maine, Mississippi, North Dakota, South Dakota, Vermont, West Virginia and Wyoming.

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.

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