Lead Solution Consultant

DocuSign; Sydney; On-site; AUD 180,000 - 240,000; Full time

Job summary

DocuSign in Australia is seeking a Lead Solution Consultant to partner with enterprise sales and enable complex IAM solutions across ANZ. The role focuses on discovery, architecture, demonstrations, and cross-functional collaboration to accelerate customer outcomes.

You will work closely with Sales, Professional Services, Customer Success, and Product teams, delivering world-class demonstrations, RFP/RFI responses, and strategic technical guidance.

Qualifications

• 5+ years of pre-sales experience selling SaaS solutions
• BS/BA degree or equivalent
• 8+ years in mid-market or enterprise cloud SaaS
• Proven demo and workshop delivery
• Experience with C-suite engagement
• Familiarity with ERP, CRM, ECM systems
• Knowledge of REST/SOAP API and integrations
• Strong communication skills

Responsibilities

• Lead technical discovery with executive stakeholders across complex landscapes
• Partner with Sales across Enterprise and Mid Market in ANZ
• Deliver custom product demonstrations and workshops
• Inform account planning with strategic technical insights
• Architect IAM solution design aligned to customer needs
• Articulate ROI and value through messaging and stories
• Travel 20%+ as needed

Skills

Senior pre-sales

SaaS solutions

C-suite engagement

Technical storytelling

Demo delivery

Education

BS/BA degree

Tools

SAP

ServiceNow

Microsoft

Salesforce

REST APIs

Job description

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

Docusign is growing fast, and we are looking for people to join our high-performance team who are excited to make a difference and help wherever needed. The Lead Solution Consultant partners with the Enterprise presales Solution Consulting and Enterprise field sales team to discover and understand customer business challenges, complex processes, and architectural landscapes in order to build world-class integrated solutions leveraging Docusign's platform and suite of products. Through engaging stories and custom-built demonstrations, the SC illustrates the value and benefits of modernizing a prospect's System of Agreement via the Docusign Intelligent Agreement Management offering.

This position is an individual contributor role reporting to the Manager, Solution Consulting in ANZ.

Responsibility

Serve as the technical lead on accounts in partnership with Sales across the Enterprise and Mid Market segment in ANZ

Maintain strong business partnerships with Sales, Professional Services, Customer Success Managers, Marketing, Product and other key stakeholders to maximise impact across customer engagements

Comfort conducting deep technology discovery with executive-level stakeholder groups across multifaceted customer landscapes

Inform Sales account planning with strategic technical insights to influence the overall customer strategy and execution approach

Map customer challenges and opportunities through value messaging assets to Customer impact and a proposed IAM solution design

Establish confidence in recommendations via product expertise, custom product demonstrations, technical discussions, whiteboarding, workshops, RFP/RFI responses, product roadmap sessions and business process diagrams

Articulate recommendations with confidence and influential communicative techniques and tools i.e. messaging frameworks, visually compelling slides, customer stories, storytelling etc

Deliver trusted, long-term, high ROI solutions

Partner with sales to deliver on revenue plan and retention goals

Exhibit proficiency of the core IAM platform, including all current and future components of the agreement process

Leverage knowledge gained from production deployments, customer experiences and industry references

Champion Docusign as the most trusted, secure and effective partner for each customer’s Agreement processes

Disseminate insights, learnings, resources and assets within the team and across the organisation to drive scale of impact and collaboration

Travel 20% or more as needed

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

5+ years of prior experience within a mid-enterprise-level, pre-sales role selling SaaS solutions and concepts

BS/BA degree or equivalent in relevant work experience

Preferred

8+ years of prior pre-sales experience within a mid-market or enterprise-level cloud based SaaS offering

Proficient in delivering software demonstrations, presentations and workshops in person and virtually

Experience with technical business documentation like solution designs, workflow diagrams, proposals, SOWs, RFPs and RFIs, etc

Proven experience working with employees at all levels of an organisation, especially C-suite

Demonstrated experience and success selling to customers across regulated industries i.e. Public Sector, Financial Services, Healthcare etc

Familiarity with enterprise-class software systems like ERP, CRM and ECM systems including SAP, ServiceNow, Microsoft, Salesforce etc

Familiarity with system integration methods such as web services, REST APIs SOAP APIs, Integration Patterns and software development methodologies

Familiarity with web-based solutions, website development, HTML, XML and structured data

Experience articulating the value of AI in context of technology solutions, with a focus on defining ROI

Familiarity with concepts related to Agreement creation, commitment and management

Strong verbal and written communication skills

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 **************@docusign.com.

If you experience any issues, concerns, or technical difficulties during the application process please get in touch with our Talent organization at *****@docusign.com for assistance.