Partner Account Director

Company Overview

Docusign brings agreements to life. Over 1.5 million customers and more than a billion people in over 180 countries use Docusign solutions to accelerate the process of doing business and simplify people's lives. With intelligent agreement management, Docusign unleashes business-critical data that is trapped inside of documents. Until now, these were disconnected from business systems of record, costing businesses time, money, and opportunity. Using Docusign's Intelligent Agreement Management platform, companies can create, commit, and manage agreements with solutions created by the #1 company in e-signature and contract lifecycle management (CLM).

What you'll do

The Docusign Partner Account Management team partners with the largest, most innovative companies worldwide to bring the Docusign Intelligent Agreement Management platform to customers and deliver intelligence while unifying the entire agreement process - from how agreements are created, reviewed, signed, and managed after signature. We partner with the market and category leaders in SaaS and enterprise software industry across product, marketing, and GTM to create the highest quality customer experience, drive lead and pipeline generation through campaigns and events, and collaborate with sales to drive business growth globally.

The primary accountability of the Partner Account Director lies in cultivating and expanding Docusign's strategic partnership with Salesforce through joint GTM, co-sell revenue growth, and seller engagement. In this capacity, the individual will be tasked with formulating, prioritizing, and executing effective go-to-market strategies in collaboration with Salesforce, involving close coordination with various teams including sales, marketing, product, and digital business teams.

Success in this role requires staying closely aligned with Salesforces strategic priorities, key solution areas, and evolving business focus. The ideal candidate will proactively identify where Docusign IAM solutions can align to partner use cases, develop joint sales plays, uncover targeted account opportunities, and build scalable growth strategies that drive mutual value for both organizations.

This individual will serve as the face of the partnership internally and externally - bringing the partner point of view back into Docusign while evangelizing Docusign's value across Salesforce stakeholders. The role requires strong executive presence, relationship management, and the ability to influence across cross-functional teams.

Additionally, the Partner Account Director will work closely with Partner Sales Executives (PSEs), regional sales teams, and global partnership leaders to align strategy, accelerate co-sell motions, and ensure execution consistency across the field and global organization. The role is expected to identify whitespace opportunities, incubate new initiatives, and create repeatable partnership motions that generate measurable business impact.

This position is an individual contributor role reporting to the VP, Partners & Ecosystems - Americas.

Responsibility

• Develop a joint GTM plan for the partnership, align internal and external stakeholders
• Drive co-sell revenue growth aligning Docusign and Salesforce sales leaders and their teams
• Establish multi-threaded, industry and/or line of business sales plays with Salesforce ecosystem (SIs, Resellers, etc)
• Manage ongoing relationships with Salesforce Partner Development Manager(s) and leaders
• Utilize data and analytics to incubate net-new GTM initiatives and improve existing motions
• Leverage sales enablement tools and marketing materials to drive awareness and education of product integrations internally and externally
• Drive executive alignment and governance across Docusign and Salesforce GTM leaders
• Activate pipeline generation and growth by working with marketing teams
• Conduct and support Quarterly Business Reviews, adjust the plan based on business dynamics, and deliver revenue outcomes

Job Designation

Hybrid: Employee divides their time between in-office and remote work. Access to an office location is required. (Frequency: Minimum 2 days per week; may vary by team but will be weekly in-office expectation)

Positions at Docusign are assigned a job designation of either In Office, Hybrid or Remote and are specific to the role/job. Preferred job designations are not guaranteed when changing positions within Docusign. Docusign reserves the right to change a position's job designation depending on business needs and as permitted by local law.

What you bring

Basic

• 12+ years of strategic partnerships, business development experience in the SaaS industry
• Experience and success in a Partner / Channel / Alliances role
• Experience achieving key revenue targets
• Bachelor's Degree from an accredited university

Preferred

• Strong understanding of cloud requirements in the North American market
• Ability to create and present GTM plans, and drive internal and external alignment
• Proactive, creative, and innovative thinker
• Demonstrated capabilities to leverage cross-functional support
• Excellent verbal and written communication skills
• Result orientation and comfort with setting and achieving metrics & outcomes
• Strong networking and relationship-building skills
• Excellent analytical and problem-solving skills
• Self-motivated, organized, detail-oriented, and resourceful
• Willingness and ability to travel as necessary, typically about 10%
• Project management expertise, strong planning skills

Wage Transparency

Pay for this position is based on a number of factors including geographic location and may vary depending on job-related knowledge, skills, and experience.

Based on applicable legislation, the below details pay ranges in the following locations:

Washington, Maryland, New Jersey and New York (including NYC metro area): $148,300.00 - $221,400.00 base salary

This role is also eligible for the following:

• 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).

Global benefits provide options for the following:

• 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

Work Authorization Notice: Please note that we do not provide visa sponsorship or immigration support for this position. Applicants must already be authorized to work in the United States on a full-time, permanent basis without the need for current or future sponsorship.

Life at Docusign

Working here

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 than we found it. And for that, you'll be loved by us, our customers, and the world in which we live.

Accommodation

Docusign is committed to providing reasonable accommodations for qualified individuals with disabilities in our job application procedures. If you need such an accommodation, or a religious accommodation, during the application process, please contact us at View email address on click.appcast.io.

If you experience any issues, concerns, or technical difficulties during the application process please get in touch with our Talent organization at View email address on click.appcast.io for assistance.

Applicant and Candidate Privacy Notice

States Not Eligible for Employment

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

Equal Opportunity Employer

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.

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