Senior Partner Account Manager

Docusign • Seattle, WA

1d • Hybrid

About The Position

The Partner Alliance 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) Commercial Business Unit (CBU) and Enterprise Business Unit (EBU), 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 Alliance 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 Success Managers (PSM) 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 run the SI engagement practice across the NA CBU and EBU segment.
This position is an individual contributor role reporting to the Vice President, Global SI Strategy & Success.

Requirements

• 8+ 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

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)
• 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
• Strong operational rigor and discipline

Responsibilities

• Work closely with the Director, Partner Alliances and cross-functionally with Sales, Marketing, and Partner Success teams to define Partner GTM strategy, at the Regional Vice President team and Account Executive level, to increase DAP 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 CBU and EBU segment
• Facilitate the engagement of most qualified SIs and DocuSign Field Account Executives to more effectively team and co-sell to grow DAP 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 CBU and EBU 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 CBU and EBU including but not limited to 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).
• 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