Industry Strategy and Solutions Director - Financial Services
Customer Success | Remote - US, Washington DC

This position is not eligible for employment in the following states: Alaska, Hawaii, Maine, Mississippi, North Dakota, South Dakota, Vermont, West Virginia and Wyoming.

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 Customer Success team is the largest organization in the world focused entirely on agreement processes and technologies. We are the Agreement Experts. With 1 Million+ successful customers and 1 Billion+ users worldwide, we know how to help our customers see results quickly. And that experience is just one of the reasons our customers trust us to connect, automate, and integrate their systems of agreement, everywhere they need to get work done. As part of our global team of Agreement Experts – in professional services, customer success management, learning and enablement, and customer support – you’ll bring your knowledge, insights, and proven expertise to help our customers achieve more than they ever thought possible.

This position
The Industry Strategy & Solutions team leverages its deep experience to chart the course for DocuSign in vertical markets to accelerate the commercialization of specialized products that address some of the most complex challenges for our mission-critical customers.

The Director for our Insurance segment of the Financial Services (Fins) industry will create, execute, and continually evolve the DocuSign Agreement Cloud strategy cross-functionally within the company as well as in the industry marketplace. This key leader will drive thought provoking, solution-oriented collaborations to inform, prioritize, and support Fins sales pursuits. Through these initiatives, they will own delivery of Go-To-Market (GTM) industry strategy while leading collaborations across all functions and working with Marketing to refine the Agreement Cloud GTM messaging, create and carry-out thought leadership, ensure alignment of our product roadmap with industry needs, and enable our field teams to identify and execute upon growth opportunities for the Agreement Cloud in the Insurance segment.

This position is an individual contributor role reporting to the Area Vice President, Global Head of Industries – and is designated Flex.

Responsibilities

• Serve as a senior leader on our Industry Strategy & Solutions team, driving the strategic direction of our Insurance business and solutions, collaborating with our Marketing, Partner, Product and Sales teams to grow our Agreement Cloud business across interdependent segments across the Fins industry, including insurance and others
• Oversee Financial Services (Fins) strategic analyses, planning and ongoing validation and execution via extended team. Resulting plan of record should include both total addressable market and segment opportunity (use case) analysis, competitive analysis, and DocuSign differentiation
• Serve as a subject matter expert (SME), customer advocate and partner to DocuSign’s most strategic customers in the Insurance sub-vertical
• Participate in Sales Cycles to serve as a catalyst for our Agreement Cloud vision in the context of the Financial Services (Fins) industry
• Work with Marketing on thought leadership initiatives and develop resonating content for sales enablement and customer engagement, which aligns to differentiated Agreement Cloud narratives and solution blueprints
• Lead a cross-functional group of stakeholders to develop tangible sales plays and product demonstrations relevant to the Financial Services (Fins) industry
• Liaise between customer executives and internal teams at DocuSign
• Drive cross-functional opportunities for adoption growth
• Lead DocuSign’s emerging market presence in Insurance, serving as our voice throughout the industry. This includes maintaining a prominent presence online and at industry events, both DocuSign and third-party, as a thought leader via speaking engagements: keynote, panelist, moderator, demonstrations, etc.
• Collaborate with Enablement to refine knowledge and training programs for DocuSign’s Financial Services (Fins) industry Account Executives and customers
• Interface with the Product Team to define the Agreement Cloud requirements with respect to the Fins industry

Basic qualifications

• BS/BA degree or equivalent experience
• 12+ years of progressive experience in the insurance industry with a strong understanding of trends, challenges, workflows, and digital transformation within the Financial Services (Fins) landscape

Preferred qualifications

• Ph.D., MD, JD, MBA, MIS or the equivalent is preferred
• Subject matter expertise with trends, challenges, specialized agreement types, data points, technologies, and/or agreement processes within the Fins industry
• Experience in a consulting/advising capacity with a technology provider to the Financial Services (Fins) community
• Experience with (or clear aptitude to master) complex technologies and contract analytics
• Ability to demonstrate experience managing complex sales problems in a fast growing, dynamic environment supporting multiple levels of leadership
• Excellent cross-functional collaborator and strategic thinker with prior success building cross-functional teams
• Ability to advise customers, partners and internal team on implementation strategies both at the project level and for overall best practices
• Capable of building, implementing and monitoring sales methodologies, processes and policies that create actionable deliverables that support strategic goals
• Demonstrable experience influencing change management, problem resolution, and communicating complex ideas in coherent terms to a cross function groups in a scaling environment
• Excellent written communication skills, including capability to develop and execute thought-leadership assets
• Willingness to travel as needed

Based on Colorado law, the following details are for Colorado individuals only: Colorado base salary range: $155,800 - $202,200 and eligible for bonus, equity and benefits.

Vaccination requirement
DocuSign may require all employees to be fully vaccinated against COVID-19 and provide proof of vaccination to visit a DocuSign office, to meet with potential or actual customers or business partners, or for other business-related purposes, in accordance with local law. Please note that DocuSign has contracts with different governments globally which may require compliance with local and federal laws.

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 is an Equal Opportunity Employer and makes hiring decisions based on experience, skill, aptitude and a can-do approach. We will not discriminate based on race, ethnicity, color, age, sex, religion, national origin, ancestry, pregnancy, sexual orientation, gender identity, gender expression, genetic information, physical or mental disability, registered domestic partner status, caregiver status, marital status, veteran or military status, or any other legally protected category.

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.

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