Sr. Partner Account Manager, Systems Integrators
Customer Success | Remote - US

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 hundreds of thousands of successful customers 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 Sr. Partner Account 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 Commercial Business Unit (CBU) 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 Cloud (DAC) opportunities and scale our reach within key customers. The Sr. Partner Account 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 (PSMs) to engage SIs earlier and more frequently in the sales process. This role will be responsible for building pipeline, managing DocuSign and SI co-sell motions, and providing incremental sales cycles to the field organization.

A successful Sr. Partner Account Manager is highly collaborative, strategic, and focused, with a track record of delivering against quantifiable reach and revenue goals while teaming and selling with SIs. This individual experience, preferably aligned to a field sales organization, in a capacity of co-selling with SIs and the field organization or has been in a field sales role and worked extensively with SIs. 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 marketing demand generation activities, and possesses strong operational rigor and discipline to effectively run the SI engagement practice across the NA Commercial Business Segment.

This position is an individual contributor role reporting to the Director, Partner Account Management, Systems Integrators and is designated Flex.

Responsibilities

• Work closely with the Director Global Systems Integrators Partners, and cross-functionally with sales, marketing, and customer success teams to define systems integrator strategy, at the Regional Vice President team and account level, to increase DAC 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 preposition of each of our top managed SI partners, and drive a diverse and broad set of SIs that connect and contribute to the CBU segment
• Facilitate the engagement of most qualified SIs and DocuSign Field Account Executives to more effectively team and co-sell to grow DAC revenue
• Manage Top Target account lists and engage SIs in partnership with the Field Account Executive and hold each party accountable for driving client engagement and ideally accelerate wins for DocuSign and the SI
• Collaborate and coordinate with the marketing team to develop go-to-market (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 help with the identification, recruit and on-boarding 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 including but not limited to, best practices, industry and use case emerging trends, and learnings from loss reviews

Basic qualifications

• 12+ years of relevant experience, including deep experience in field level partner management and co-sell engagement, business development, etc.
• Bachelor’s degree or equivalent

Preferred qualifications

• Proven track record in enterprise software working with Consulting and SI Alliances or related role(s)
• Owned Strategic Partner Development Plans for a suite of Partners and can demonstrate partner success through impact against company key performance indicators (KPIs)
• Comfortable engaging at the VP-level as a strategic business advisor
• Experience working in the Salesforce ecosystem as an ISV or Consulting Partner
• Excellent communication and presentation skills
• Autonomous, disciplined, hands-on, get-it-done mentality
• MBA

Based on Colorado law, the following details are for Colorado individuals only: Colorado base salary range: $137,900 - $179,000 and eligible for bonus, equity and benefits at https://www.docusign.com/company/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.

#LI-Remote