Partner Account Director

Docusign • San Francisco, CA

6h • $146,000 - $221,675 • 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).
What you'll do
The Partner Account Manager - Systems Integrators is a highly motivated self-starter who is responsible for building a Systems Integrator (SI) co-sell teaming culture with the DocuSign field organization. Aligned to the DocuSign North America (NA) Regulated Industries Business Unit (Public Sector & Health Care), this individual will be responsible for deeply understanding the needs of the DocuSign Account Executives, and with their depth and knowledge of the DocuSign SI Managed Partner Roster, will recommend the most appropriately qualified SI to accelerate DocuSign Agreement Platform (DAP) opportunities and scale our reach within key customers. The Partner Account Manager must build trust with both the DocuSign field organization and the SI ecosystem, and work as a cross-functional teammate to the DocuSign Partner Sales Executive (PSE) to engage SIs early and more frequently in the sales process. This role will be responsible for building pipelines, managing DocuSign and SI co-sell motions, and providing incremental sales cycles to the field organization. The main functions and key measures of success in this role are across the following areas: working as an integrated teammate to the field Sales organization, pipeline development including driving SI attach across the pipeline, facilitating co-planning and co-selling with SIs, helping to create and execute GTM and marketing demand generation activities, and effectively build, manage and run the SI practice across the NA Regulated Industries. This position is an individual contributor role reporting to the Regulated Industries NA Ecosystem Lead.

Requirements

• 12+ 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
• Experience in managing SI Partnerships

Nice To Haves

• 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)
• Experience in the Regulated Industries Business Segment (Public Sector & Health Care)
• 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
• Possess strong operational rigor and discipline

Responsibilities

• Work closely with the SI Partner Account Managers and cross-functionally with Sales, Marketing, and PSE to define Partner GTM strategy, at the Regional Vice President team and Account Executive level, to increase Regulated Industry 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 Regulated Industries NA Business segment
• Work with the PSEs
• Facilitate the engagement of most qualified SIs and Docusign Field Account Executives to more effectively team and co-sell to grow 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 Regulated Industries 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 Regulated Industries including but not limited to industry strategies & priorities, best practices, industry and use case emerging trends, and learnings from loss reviews

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).
• 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

What This Job Offers

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