Senior Engagement Manager

Docusign; Sydney; Remote; AUD 140,000 - 180,000; Full time

Job summary

Docusign is seeking a Senior Engagement Manager to join our Asia Pacific and Japan Professional Services and Customer Success teams. You will act as a trusted adviser to sales and customers, aligning services to promote successful outcomes and drive adoption of IAM.

This autonomous role is remote with global collaboration; you will scope engagements, manage pipelines, and partner with field sales to support deals through services.

Qualifications

• 8+ years in enterprise software sales or consulting.
• Bachelor's degree.
• 2+ years as a consultant.
• Proven track record of pipeline management and quota attainment.
• Understanding of SaaS and cloud offerings.

Responsibilities

• Develop strong relationships with Field Sales, Partner, Solution Consulting, Professional Services, Customer Success, and Operations.
• Align to the sales team's account and deal strategies, engage in the selling cycle, and pitch services.
• Scope services, propose and estimate work effort for Statements of Work.
• Understand offerings and outcomes of each service type.
• Communicate technical concepts in business terms.
• Partner with Professional Services for knowledge transfer after deals.
• Anticipate problems and propose solutions to achieve customer success.
• Hit quotas and manage pipeline as a quota-bearing Services Sales role.

Skills

Enterprise software sales

Consulting

Relationship management

Education

Bachelor's Degree

2+ years consulting experience

Job description

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).

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

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. 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. The Customer Success team is responsible for all elements of customer success including digital transformation strategy, adoption best practices, implementation services, education, and support. As part of our Asia Pacific and Japan 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. We are looking for a Senior Engagement Manager to join our Customer Success team, supporting predominantly our Australia and New Zealand business. Our Engagement Managers fulfil the role of a trusted advisor to sales and customers with a deep understanding of end-to-end Professional Services and deployment of Docusign's Intelligent Agreement Management (IAM) platform. They have the ability to understand a customer's needs, convey steps that customers can take to be successful, recommend best practices in deploying software, and align the right services to promote successful customer outcomes. The Senior Engagement Manager partners closely with the field sales team to support their deals through the alignment and selling of services. Engagement Managers are the conduit between Sales and Customer Success ensuring the downstream teams are prepared to support the services that are sold during the sales cycle.

This position is an individual contributor role reporting to the Senior Manager, Engagement Management - Asia Pacific and Japan.

Responsibility

• Develop strong relationships with Field Sales, Partner, Solution Consulting, Professional Services, Customer Success, and Operations as a trusted advisor to ensure alignment and increase the likelihood of customer success and satisfaction
• Align to the sales team's account and deal strategies, engage in the selling cycle, and pitch the appropriate services to support customer outcomes
• Scope services, propose and recommend approaches to customers, and estimate work effort to develop financially sound and accurate Statements of Work
• Understand the various services and training offerings and what outcomes are achieved when each type of services is leveraged by customers
• Communicate technical concepts in business or technical terms
• Partner with Professional Services to ensure appropriate knowledge transfer is conducted once a deal is sold and to support the team when challenges arise
• Anticipate problems and recommend innovative solutions; achieve customer satisfaction through the sale of sound consulting projects
• Hit quotas each quarter and accurately manage pipeline - this is a quota-carrying Services Sales role

Travel

Job Designation

Remote: Employee is not required to be in or near an office frequently and works from a designated remote work location for the majority of the time.

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

• 8+ years of experience in an enterprise level software consulting or services sale's role
• Bachelors' Degree
• 2+ years of experience as a consultant

Preferred

• Proven track record for managing pipeline and attaining and exceeding annual quota
• Ability to collaborate with key business partners to build and execute complex account strategies and sales plays
• Ability to scope and estimate professional services engagements, driving contracts and deals to closure
• Understanding of enterprise development lifecycle (Agile, Hybrid, Waterfall) and ability to communicate the differences of each as well as how the projects are managed in each approach
• Knowledge of SaaS and Cloud-based offerings
• Knowledge of large organizations and customers along various industry verticals (High Tech, Healthcare, and Financial Services)
• Collaborative and open to