Senior GSI Global Account Manager

Docusign • San Francisco, CA

13d • 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).

We are seeking a seasoned and strategic leader to join our team as Partner Alliance Manager for Strategic GSI Partnerships. In this pivotal role, you will be responsible for managing the global go-to-market partnership with one of Docusign’s most strategic GSI partners. You will be responsible for implementing a comprehensive partnership strategy that expands Docusign's reach through Strategic GSI Partner, unlocks new revenue streams, and fuels customer success. The ideal candidate will have extensive experience in building and handling strategic partnerships, with a strong focus on driving quantifiable revenue growth and enhancing market presence.

Finally, this leader will collaborate closely with executive leadership in Sales, Marketing, Customer Success, Professional Services, Product and Enablement to drive vision and strategy for the ecosystem of a given Strategic GSI globally.
This position is an individual contributor role reporting to the Vice President, Global Partner Alliances.

Requirements

• 12+ years of experience in strategic partnerships, business development, or a related field, with a proven track record of success in building and managing high-value partnerships
• Bachelor's degree in Business Administration, Marketing, or related field
• Proven track record of building and managing strategic partnerships with the GSI and other leading technology companies in business development, alliances and/or marketing
• Cross functional experience blending sales, marketing, product and operations, and a well-honed ability to deal with multiple, competing demands and prioritize appropriately, as well as work effectively in matrices, with multiple departments and customers
• Experience working closely with the Partner Success, Customer Success and Professional Services teams to develop integrated engagement models to optimize collaboration and assist with customer satisfaction and driving meaningful business outcomes with mutual clients
• Experience with a given Strategic GSI’s and their ecosystem, market strategy, solutions, and partner programs
• Strong analytical and problem-solving skills with the ability to develop and implement data-driven partnership strategies
• Ability to build and maintain strong relationships with senior executives and key decision-makers
• Excellent negotiation, communication, and interpersonal skills, with the ability to influence and collaborate effectively with internal and external collaborators
• Proven ability to lead, motivate and inspire a team, fostering a collaborative and results-oriented environment
• Strategic problem solver with the ability to develop and implement long-term partnership strategies aligned with business objectives
• Analytical approach with the ability to use data and insights to drive informed decision-making
• Entrepreneurial spirit with a passion for innovation and driving results in a fast-paced environment

Nice To Haves

• Experience managing and similar large scale partnership with GSI
• Experience working for the Strategic ISVs
• Experience in GSI Partner Alliances
• Direct experience as Partner Account Manager or equivalent
• Excellent written communication skills, including capability to develop detailed GTM strategy plans
• Autonomous, focused, hands-on, get-it-done mentality
• Positive, upbeat and assertive personality
• MBA
• Experience in SAAS

Responsibilities

• Lead day to day management of our largest strategic partnership through the development and execution of a comprehensive partnership strategy focused on using the GSI and their ecosystem to drive business growth, solution development and expand market reach
• Manage and lead a successful virtual team of partnership professionals, providing mentorship and guidance to achieve individual and team goals
• Track, analyze, and report on partnership performance metrics and KPIs to measure success and identify areas for improvement
• Lead the identification, evaluation, and development of the strategic partnership growth programs and solutions that aligns Docusign's overall business objectives and go-to-market strategy with that of the Strategic GSI
• Build and maintain strong relationships with key leaders at the Strategic GSI, including executives, consulting, industry, partner and sales teams
• Develop and supervise partnership programs that drive joint marketing initiatives, co-selling opportunities, co-innovation programs, product development alignment, and seamless customer integration
• Collaborate closely with internal cross-functional teams, including Sales, Marketing, Consulting, Industry, Technology, and Customer Success, to ensure a cohesive partnership experience
• Lead negotiations and contract discussions to establish mutually beneficial partnership agreements
• Stay informed about industry trends, competitive landscape, and identify emerging partnership opportunities within the given Strategic GSI and their ISV ecosystem
• Represent Docusign at events and conferences, building brand awareness and fostering thought leadership within the partnership ecosystem
• Direct regional partner management, partner enablement, and partner pipeline, and support the solution development, sales, and marketing required by the partnership
• Lead development and approval of a joint business plan, support legal agreements, and gain commitment from cross-functional collaborators, and guide internal teams with access to key GSI stakeholders and Business, Industry, Vertical & Technology organizations globally.
• Contribute to the overall Docusign partner ecosystem growth with best practices, ideas and strategy development
• Collaborate and coordinate with the Marketing team to develop GTM plans positioning Docusign

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: Mid Level