Director, System Integrators

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 System Integrators for EMEA is a highly experienced and motivated self-starter who is responsible for leading a team of Partner Sales Managers across EMEA and will also be expected to take a ‘hands-on’ approach to our Deloitte relationship, starting with the UK. The successful individual will be eager to learn, determined to adapt quickly, and comfortable with some ambiguity. This position is a Director role reporting to the VP of the EMEA Partner ecosystem.

Responsibilities

1. Build internal relationships with regional leadership, Sales, Marketing, Customer Success and Professional Services to drive awareness of Partner capabilities, unique value propositions, performance and success criteria.
2. Manage the EMEA Partner Sales Manager team responsible for the Systems Integrators (4 individuals).
3. Focus on working with the team to ensure their continued success and development.
4. Align with key global and regional Docusign stakeholders, including SI, ISV and Resell leaders.
5. Develop and communicate strategies to close gaps; engage and influence with Systems Integrators to address those gaps.
6. Develop collaborative relationships across the whole ecosystem to look for opportunities to work with combinations of partners such as strategic ISVs and system integrators.
7. Develop and own the relationship with Deloitte in region, to drive their ability and accountability to position Docusign to Customers and build quality mutual pipeline.
8. Build executive relationships across Deloitte to improve the relevance and visibility of Docusign and Intelligent Agreement Management.
9. Collaborate and coordinate with the marketing team to develop go-to-market (GTM) plans that generate or progress pipeline with partners.
10. Engage closely with the wider SI Partner team in measuring customer satisfaction and driving meaningful business outcomes for joint customers of Docusign and our Partners.
11. Work with the Territory field sales organization and simplify their ability to team with System Integrators, and accelerate opportunities to win with Systems Integrators.

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).

What you bring

Basic:

1. Strong channel sales experience and commercial acumen with proven track record to deliver against target.
2. Significant experience of handling Global Systems Integrators (Deloitte a must have), excellent business and industry skill, and an understanding of professional services delivery models.
3. Proven track record of developing, leading and motivating high performing channel partner teams.
4. Candidate must be professional, accessible and adaptable to changing business needs, and must work well in a team environment.
5. Excellent written and verbal communication skills, including demonstrated ability to present clearly and concisely.
6. Ability to build relationships and quickly develop trust with Senior leadership and C-Level executives.
7. Ability to travel as required (up to 30%).

Preferred:

1. Strong analytical and organizational skills, including ability to multi-task effectively.
2. Strong negotiation and conflict resolution skills.
3. Proven ability to work creatively and analytically in a problem-solving capacity.
4. Execution focused but able to think strategically.

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

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