Manager, Partner Development

Docusign • Seattle, WA

11h • Hybrid

About The Position

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).
The Manager, Partner Development will possess the ability to manage & motivate a team of Partner Development Representatives (PDR) to achieve individual opportunity generation quotas. They also must be able to measure, monitor and hold PDRs accountable for their activities and results. The Manager, Partner Development will work directly with PDRs to improve deal generation, facilitation, and closing effectiveness. They will work with their manager, as well as with Sales and Business Development leadership, to build scalable systems and processes to maximize indirect sales effectiveness and efficiency. The Manager will mentor PDRs and build a strong, cohesive, collaborative team that is responsible for generating, facilitating, and closing qualified sales opportunities. They will also be responsible for forecasting and delivering on quota. This position is a people manager role reporting to Sr. Director, Partner Development.

Requirements

• BS/BA degree or equivalent experience
• 5+ years of management experience with specific experience in channel or direct sales in a similar SaaS based company

Nice To Haves

• Demonstrated ability to consistently generate revenue and exceed quota by managing process for identifying, qualifying, and closing new business as well as and not limited to growing an existing install base
• Demonstrated ability to develop and maintain effective business, sales, and vertical market plans
• Demonstrated ability to successfully negotiate and close complex contracts
• Excellent verbal and written communication and presentation skills
• Demonstrated ability to identify new, creative ways to drive more businesses to purchase and utilize Docusign’s diverse solution suite
• Experience working in cross-functional teams
• Effective, clear, and concise communication skills, verbal and written
• Comfortable and flexible working in a fast-paced environment
• Results-driven, self-motivated and able to work independently
• Intellectual curiosity
• History of meeting and exceeding targets by managing process for identifying, qualifying (ideally closing as well) new business, as well as and not limited to, growing an existing install base
• Prior experience developing and maintaining business, sales, and vertical market plans
• Track record of building, coaching and enabling a rapidly growing team
• Experience selling into a variety of industries and territories
• Experience cultivating larger, strategic relationships key
• Capacity to work on cross-functional projects and teams as needed as well as leverage internal resources to problem-solve
• Strong verbal and written communication skills – includes excellent reporting (CRM) and forecasting skills

Responsibilities

• Develop and execute upgrade and renewal process and strategies and ensure compliance to internal data management and reporting, including use of Salesforce.com
• Assess sales activities and forecasts to determine sales progress and required improvements
• Recommend and implement improvements to achieve sales goals
• Coach PDRs to develop their sales skills including market management, forecasting, prospecting within Partner accounts, negotiations, and other necessary skills, while maintaining individual accountability to goals
• Work with each PDR to develop and implement partner-wide business and sales plans to achieve sales quota
• Identify and support opportunities for the training and professional development of department personnel
• Partner with sales, business development, and marketing leadership to help drive pipeline generation strategy and execution
• Identify key opportunities for business improvement through combination of analytics, qualitative insights and good business sense
• Conceptualize and run with projects that help improve our pipeline generation
• Assist with ad hoc asks

Benefits

• 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).
• 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

What This Job Offers

• Job Type: Full-time
• Career Level: Manager