Director, Engagement Management EMEA

DocuSign, Inc.; City Of London; Hybrid; GBP 90,000 - 120,000; Full time

Job summary

A leading technology company is looking for a Director of Engagement Management based in the City of London. This hybrid position involves leading a team, aligning with sales efforts, and managing service sales forecasts and pipelines. Ideal candidates will have over 12 years in professional services and proven leadership in building high-performing teams. The role also includes mentoring staff, collaborating on service offerings, and ensuring financial viability in SOWs. Join us to make an impact in a supportive environment.

Qualifications

• 12+ years professional services and implementation experience delivering application and cloud-based technology solutions.
• 6+ years of experience in a leadership position building and running high performing teams.
• Experience attaining and exceeding overall Professional Services organisation targets.

Responsibilities

• Lead EMs in EMEA, providing guidance and mentorship.
• Engage directly with Sales leadership for strategic alignment.
• Communicate and accurately manage services forecast and pipeline.

Skills

Team building skills

Communication skills

Relationship-building

Negotiation skills

Education

Bachelor’s Degree

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).

What you’ll do

The Director of Engagement Management (EM) position requires a combination of services sales quota and financial acumen, implementation and services delivery experience, services portfolio and positioning, cross functional relationship building and services sales territory management and orchestration. This leader guides and enables their team to deeply understand customer needs, business challenges, and objectives, and to determine how to best deliver the desired business outcomes through effective use of the Docusign IAM platform. Core skills required to be successful in this role include the ability to build cross-functional alignments with teams such as Sales, Customer Success (CS), Partner/SI team and Operations that can be scaled globally. Act as a trusted advisor who is highly collaborative and able to negotiate with Sales, SI Partners, and business partners to achieve joint goals and eliminate roadblocks for the EM team. The Director of Engagement Management must lead, mentor and guide their team to hit and exceed quotas, manage pipeline, accurately forecast bookings, and drive services deals to closure.

This position is a people manager role reporting to the Senior Director of Professional Services, EMEA.

Responsibility

• Lead EMs in EMEA, providing guidance and mentorship to ensure the overall team’s success
• Engage directly with Sales leadership to strategically align on organisation, Go-To-Market, and drive executive alignment with customers
• Guide Marketing, Pricing, Packaging and Enablement on what and how services are positioned and communicated within sales cycles and deployed to field teams
• Work with Geo-based EM leaders to deploy consistent and aligned services sales playbooks, processes and sales motions
• Communicate and accurately manage services forecast and pipeline for the EM team
• Collaborate closely with Sales, CS and Partner/SI teams to recommend best practices and position the right services to customers
• Collaborate with Customer Success Management (CSM) leaders to provide services sales support throughout the customer journey, supporting adoption and expansion
• Ensure EMs position the right service offerings, estimate appropriate work effort, and develop Statements of Work (SOW) that control risk by clearly articulating scope boundaries
• Ensure services SOWs are financially sound with appropriate margin and cost reviews and are within discounting thresholds
• Position the value of services and effectively negotiate and close profitable services engagements in new logo and existing customer accounts
• Participate in annual planning for EMs and work closely with Finance and Operations to map territory assignments, set EM quotas, align Services GTM with Sales, and define the EM org structure

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

• Bachelor’s Degree
• 12+ years professional services and implementation experience delivering application and cloud-based technology solutions
• 6+ years of experience in leadership position building and running high performing teams including experience in a Services selling role or equivalent position
• Experience attaining and exceeding overall Professional Services organisation targets

Preferred

• Excellent team building skills
• Excellent verbal and written communication skills as well as presentation expertise
• Superior skills at relationship-building, cross-organisational partnering, and driving results through influence and negotiation
• Experience working with global teams, collaborating cross-functionally and successfully aligning on joint methods and approaches
• Solid experience of services sales within a SaaS based company
• High acumen of Services operations, contracting and financials
• Experience selling to both commercial and enterprise organisations and an understanding of services complexity needed for each segment
• A track record of selling services successfully alongside license sales teams and an ability to collaboratively build and execute successful account sales strategies
• Additional industry vertical expertise (e.g., High Tech, Healthcare and Financial Services) along with internal IT Systems and Operations experience

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 [e-mail].

If you experience any issues, concerns, or technical difficulties during the application process please get in touch with our Talent organization at [e-mail] for assistance.

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