Partner Development Representative Team Manager
Sales & Business Development | Dublin, Ireland

Closing date: 30th April 2022

Our agreement with employees
DocuSign is committed to building trust and making the world more agreeable for our employees, customers and the communities in which we live and work. You can count on us to listen, be honest, and try our best to do what’s right, every day. At DocuSign, everything is equal. We each have a responsibility to ensure every team member has an equal opportunity to succeed, to be heard, to exchange ideas openly, to build lasting relationships, and to do the work of their life. Best of all, you will be able to feel deep pride in the work you do, because your contribution helps us make the world better. And for that, you’ll be loved by us, our customers, and the world in which we live.

The team
Our Sales & Business Development teams collaborate with customers and partners across the globe to help them leverage the DocuSign Agreement Cloud to transform the entire system of agreement process—from preparing to signing, acting on, and managing contracts and other types of agreements. Our team’s 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.

This position
The Manager, Partner Development will possess the ability to manage & motivate a team of Partner Development Representatives (PDR) to achieve individual opportunity generation quotas. They also must be able to measure, monitor and hold PDRs accountable for their activities and results. The Manager, Partner Development will work directly with PDRs to improve deal generation, facilitation, and closing effectiveness. They will work with their manager, as well as with Sales and Business Development leadership, to build scalable systems and processes to maximize indirect sales effectiveness and efficiency. The Manager will mentor PDRs and build a strong, cohesive, collaborative team that is responsible for generating, facilitating, and closing qualified sales opportunities. They will also be responsible for forecasting and delivering on quota.

Responsibilities
• Develop and execute upgrade/renewal process and strategies and ensure compliance to internal data management and reporting, including use of Salesforce.com
• Assess sales activities and forecasts to determine sales progress and required improvements
• Recommend and implement improvements to achieve sales goals
• Coach PDRs to develop their sales skills including market management, forecasting, prospecting within Partner accounts, negotiations, and other necessary skills, while maintaining individual accountability to goals
• Work with each PDR to develop and implement partner-wide business and sales plans to achieve sales quota
• Identify and support opportunities for the training and professional development of department personnel
• Partner with sales, business development, and marketing leadership to help drive pipeline generation strategy and execution
• Identify key opportunities for business improvement through combination of analytics, qualitative insights and good business sense
• Conceptualize and run with projects that help improve our pipeline generation
• Assist with ad hoc asks

Basic qualifications
• BS/BA degree
• 1+ year(s) of management experience with specific experience in channel or direct sales in a similar SaaS based company AND/OR 3+ years prior experience in channel or direct sales in a quota-carrying role

Preferred qualifications
• 3-5+ years of management experience in channel or direct sales
• Demonstrated ability to consistently generate revenue and exceed quota by managing process for identifying, qualifying, and closing new business as well as and not limited to growing an existing install base
• Demonstrated ability to develop and maintain effective business, sales, and vertical market plans
• Demonstrated ability to successfully negotiate and close complex contracts
• Excellent verbal and written communication and presentation skills
• Demonstrated ability to identify new, creative ways to drive more businesses to purchase and utilize DocuSign’s diverse solution suite
• Experience working in cross-functional teams
• Effective, clear, and concise communication skills, verbal and written
• Comfortable and flexible working in a fast-paced environment
• Results-driven, self-motivated and able to work independently
• Intellectual curiosity
• Quota-attainment: history of meeting and/or exceeding targets by managing process for identifying, qualifying (ideally closing as well) new business as well as and not limited to growing an existing install base
• Prior experience developing and maintaining business, sales, & vertical market plans
• Track record of building, coaching and enabling a rapidly growing team
• Experience selling into a variety of industries and territories as well as experience cultivating larger, strategic relationships key
• Capacity to work on cross-functional projects and teams as needed as well as leverage internal resources to problem-solve
• Strong verbal and written communication skills – includes excellent reporting (CRM) and forecasting skills

About us
DocuSign helps organizations connect and automate how they prepare, sign, act on, and manage agreements. As part of the DocuSign Agreement Cloud, DocuSign offers eSignature: the world's #1 way to sign electronically on practically any device, from almost anywhere, at any time. Today, over a million customers and hundreds of millions of users in over 180 countries use DocuSign to accelerate the process of doing business and simplify people's lives. And we help save the world’s forests and embrace environmental sustainability.

It’s important to us that we build a talented team that is as diverse as our customers and where all employees feel a deep sense of belonging and thrive. We encourage great talent who bring a range of perspectives to apply for our open positions. DocuSign makes hiring decisions based on experience, skill, aptitude and a can-do approach. We will not discriminate with regards to any legally protected characteristics.

Accommodations
DocuSign provides reasonable accommodations for qualified individuals with disabilities in job application procedures, including if you have any difficulty using our online system. If you need such an accommodation, you may contact us at accommodations@docusign.com.