Senior Partner Account Manager - ISV

DocuSign, Inc.; Seattle (WA); On-site; USD 90,000 - 120,000; Full time

Job summary

DocuSign, Inc. seeks an experienced ISV Partnerships professional to drive strategic collaborations with independent software vendors. You will manage a portfolio of 5–10 partners, recruit new integrations, and measure success via revenue impacts and partner performance.

This role reports to the Senior Director of ISV Partnerships and focuses on scalable partner ecosystems across industries. You will collaborate across sales, product, and marketing to align plans with company targets, forecast

Qualifications

• Proven competence across account management responsibilities: relationship building, demand generation & sizing, program development & execution, forecasting, SFDC reporting.

Responsibilities

• Assist/ensure partners align and engage with annual sales targets for Managed ISV partnerships.
• Build GTM plans and address product/marketing roadmap needs.
• Formulate detailed action plans to drive execution with strategic/financial benefits and feasibility.
• Implement strategic rollout plans from contract to integration and ongoing education with stakeholders.
• Improve partner assets to support marketing and sales engagements, e.g. business cases, case studies.
• Build relationships with executives within partner HQ and field organizations.
• Lead regular operating rhythms: pipeline reviews, quarterly business reviews.

Skills

Relationship building

Demand generation

Forecasting

Program development

SFDC reporting

Tools

SFDC (Salesforce)

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

Our Partner Ecosystem teams collaborate with customers and partners across the globe to help them leverage the Docusign Intelligent Agreement Platform to transform the entire system of agreement process—from preparing to signing, acting on, and managing contracts and other types of agreements. Our teams partner with some of the largest, most innovative companies in the world in dozens of industries to bring the power of Docusign to more customers. Whether you are selling to a small business or a large enterprise, you will apply your extensive knowledge of our solutions, and leverage our strategic partnerships to help our customers grow their top and bottom line.

The person in this role will have demonstrated competence across a broad spectrum of account management responsibilities, such as relationship building, demand generation and sizing, program development and execution, forecasting, and SFDC reporting. Success will require a high level of skill in navigating complex industry dynamics, managing multiple projects and partner matrix environments along with internal Docusign knowledge of who to involve and when to involve them in partner rollouts. This role will drive success across a broad spectrum of account management responsibilities, including relationship building, demand generation, partnership opportunity sizing, forecasting, and SFDC reporting. You'll expertly manage complex projects within a matrixed partner using your internal Docusign knowledge to orchestrate successful partner rollouts by engaging the right internal stakeholders at the right time to ensure seamless and successful project execution. This person will manage a portfolio of ISV Technology Partners, approximately 5-10, while recruiting new partners to join Docusign Partner Programs. Success will be measured by: Qualified sales leads and new revenue bookings generated through or supported by partners. The recruiting and onboarding of new partner integrations. Partner performance scorecard.

This position is an individual contributor role reporting to the Senior Director of ISV Partnerships.

Responsibility

• Assist/ensure partners align and engage with our annual sales target for Managed ISV Industry Partnership

• Build GTM plans and be proactive on the specific needs in the product and marketing roadmap

• Formulate detailed action plans to drive execution based on thoughtful strategic and financial benefits as well as feasibility constraints to optimize partner

• Implement a strategic rollout plan from signed contract through integration and ongoing education involving all stakeholders, ensuring joint milestones are met, resolve partner issues as they arise, and/or escape as necessary

• Improve continually the partner assets to support marketing and sales engagements i.e., business cases, case studies

• Build relationships with key executives within partner headquarters and field organizations

• Lead regular operating rhythms, e.g., pipeline review, quarterly business review