Senior Partner Account Manager - ISV

Docusign • Seattle, WA

20h • Hybrid

About The Position

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.

Requirements

• 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
• 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

Responsibilities

• 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

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: Senior
• Education Level: No Education Listed