Partner Alliance Manager

Company Overview

DocuSign helps organizations connect and automate how they agree. Our flagship product, eSignature, is the world's #1 way to sign electronically on practically any device, from virtually anywhere, at any time. Today, more than a million customers and a billion users in over 180 countries use DocuSign to accelerate the process of doing business and simplify people's lives.

What you'll do

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 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 (PSMs) to engage SIs early 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 Partner Alliance 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 will have 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 GTM and marketing demand generation activities, and possesses strong operational rigor and discipline to effectively run the SI engagement practice across the NA CBU and EBU  Segments. 

This position is an individual contributor role reporting to the Director, Partner Alliance Management, SIs.

 

Responsibility 

• 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 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 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

What you bring

Basic 

• 5+ years of relevant experience, including demonstrated success selling or promoting software technology solutions in sales or a business development role, field level partner management and co-sell engagement, business development, etc. 
• Bachelor's degree or equivalent

Preferred 

• 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 with Cloud-based SaaS solutions idea 
• Excellent communication and presentation skills 
• MBA Degree

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 provides reasonable accommodations for qualified individuals with disabilities in job application procedures. If you need such an accommodation, including if you need accommodation to properly utilize our online system, you may contact us at accommodations@docusign.com.  

 

If you experience any technical difficulties or issues during the application process, or with our interview tools, please reach out to us at taops@docusign.com for assistance.

 

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Employment Type: FULL_TIME