Senior Director, Regulated Industries - NA Partner Lead

Docusign • San Francisco, CA

51d • Hybrid

About The Position

The Partner Ecosystem Leader - NA Regulated Industries (Public Sector and Health Care) will drive the partner mission across our core partners and target markets in the NA region, bringing the strength of the ecosystem to Docusign’s go-to-market motions.

Docusign is seeking a seasoned Partner Ecosystem Leader to serve as a key member and change agent at scale within the regional go-to-market organization. This individual will serve a pivotal role as part of a high-growth, world-class organization, focused on transforming GSIs, ISVs, CSP’s, Resellers, and developing SIs to accelerate net new customer acquisition and customer expansion across the business. A successful candidate will have a proven track
record of working in global/regional, multi-cultural teams. In an environment where Docusign is ready to pursue their next phase of growth, the Partner Ecosystem Leader - Regulated Industries NA will help to continue to drive and evolve a ‘partner engaged’ mindset across the region to help achieve significant revenue growth while improving operational leverage.

This leader will lead a team that develops and drives ISV GTM, Resell and System Integrator ecosystem strategy for the NA region, expanding the reach of global partners, while also establishing critical local partnerships to bolster Docusign’s growth and success. This individual will guide the cultivation of both regional partnerships and the local aspect of global partnerships that support the product and sales goals. Our ISV strategy includes key alliances with Salesforce, SAP, Microsoft, and several other strategic integration and embed partners.
The ideal leader will bring foundational experience not only in building and scaling complex partner ecosystems with both referral and resale motions but also in broader business development. This person must have the agility to lead through transformation, adapt to changing market conditions, and build for the future. They will operate with a builder’s mindset - comfortable in an environment where strategy is still evolving.

This is a high-influence role that requires shaping external organizations, and securing commitment from partners on high-impact strategic initiatives. A proven ability to influence major decisions and build trust across multiple stakeholders - internally and externally - is essential. The right candidate brings a growth mindset, thrives in ambiguity, and can transform vision into execution with speed and precision.

Finally, this leader will collaborate closely with executive leadership in Sales, Marketing, Customer Success, Product and Enablement to drive vision and strategy for the Partner Ecosystem in Regulated Industries NA, leveraging global missions leveraged from US and broader Global headquarters to ensure the success of partners across the region.

This position is a people manager role reporting to the Vice President, Partners and Ecosystems for America.

Requirements

• BA/BS degree or equivalent work experience
• 15 +years of relevant experience
• 5+ years of experience leading and managing B2B technology partner ecosystem team(s)
• Experience leading a multi-member, matrixed organization
• Understanding and leverage of go-to-market influence models available to drive partner engagement and participation in corporate marketing programs
• Experience developing specific partner ecosystem strategies in Regulated Industries (Public Sector & Health Care) targeted verticals

Nice To Haves

• MBA
• Proven track record of excellence in personal partner development history
• Highly developed communications skills, one-on-one and in public-speakin
• Demonstrated affinity for sales and marketing
• Technical undergraduate degree
• 8+ years leading partner ecosystem teams
• Specific experience in the SaaS space
• Experience serving customers in Enterprise, Mid-Market, and SMB
• Experience developing specific partner ecosystem strategies in targeted verticals such as Financial Services, Health Care, Life Sciences, etc
• Versed in business throughout NA, with multi-vendor deal experience spanning the many countries and varying business models across the region
• Proven track record of leading large teams in the consistent achievement of growth targets and other Key Performance Indicators across broad segments and markets over a sustained period

Responsibilities

• Manage the team of SI, Reseller and ISV partner account managers and Partner Sales Executives in Regulated Industries NA
• Leverage global partner strategy to develop and implement Regulated Industry NA partner vision and strategy in conjunction with Sales, Marketing and Product leadership
• Translate global partner objectives into NA Regulated Industries-specific GTM strategy, including allocation of resources and execution plans coordinated with teams in the region
• Create and deliver against quarterly revenue and demand generation targets
• Drive quarterly business reviews between partners and sales counterparts
• Drive the monetization of ISVs and associated G/RSIs critical to the NA Regulated Industries business
• Review and elevate your team’s results; in doing so, inspire and showcase the impact and potential of the Docusign Partner Ecosystem
• Represent Docusign with partner press, and through partner events
• Travel as necessary, typically 25%+

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