Senior Partner Alliance Manager

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.

What you’ll do

The Senior Partner Alliance Manager (PAM) - Systems Integrators is an experienced, highly motivated self-starter, who is responsible for building a Systems Integrator (SI) co-sell teaming culture with the Docusign field organisation in EMEA. This individual will be responsible for deeply understanding the needs of the Docusign Account Executives, and with their depth and knowledge of the Docusign Managed System Integrator Partner Roster, will recommend the most appropriately qualified SI to accelerate Docusign Intelligent Agreement Platform (IAM) opportunities and scale our reach within key customers.

The EMEA Senior Partner Alliance Manager acts as the General Manager for a portfolio of strategic GSI’s (Global System Integrators) and RSIs (Regional System Integrators). In this expanded capacity, the Senior PAM is responsible not only for driving new Annual Contract Value (ACV) but also for ensuring the long-term health and retention of partner-led customers. You will own the 360-degree relationship, ensuring that partners are planning effectively, selling aggressively, and delivering with high quality to prevent churn.

The Partner Alliance Manager must build trust with both the Docusign field organisation and the SI ecosystem to engage SIs early and more frequently in the sales process. This role will be responsible for building pipelines, repeatable solutions, managing Docusign and SI co-sell motions, and providing incremental sales cycles to the field organisation.

The main functions and key measures of success in this role are across the following areas:

• Working as an integrated teammate to the field Sales organization
• Pipeline development including driving SI attach across the pipeline
• Facilitating co-planning and co-selling with SIs
• Helping to create and execute GTM and marketing demand generation activities
• Effectively run the SI engagement practice for their assigned SI’s across EMEA

This position is an individual contributor role reporting to the Senior Director, EMEA Strategic ISVs.

Responsibility

• Work closely with both Global and EMEA Partner Alliances colleagues and cross-functionally with Sales, Partner Sales, Marketing, and Partner Success teams to define Regional Partner GTM strategy, at the AVP / RVP, and Account Executive level, to increase sales and ultimately customer success
• Be the single point of contact for the field organisation and simplify their ability to team with their assigned GSIs and RSIs, and accelerate opportunities to win
• Lead SI evangelism and awareness efforts to ensure the field organisation is current and thorough in their understanding of the unique value proposition of our GSI and RSI partner ecosystem
• Facilitate the engagement of the most qualified SIs and Docusign Field Account Executives to more effectively team and co-sell to grow revenue
• Manage Top Target account lists, engage SIs in partnership with the Field Account Executive, hold each party accountable for driving client engagement, and accelerate wins for Docusign and the SI
• Collaborate and coordinate with the Marketing team to develop GTM plans that generate or progress the pipeline with partners
• Engage closely with the Partner Success and Professional Services teams to assist with customer satisfaction and driving meaningful business outcomes with our mutual clients
• Execute on key governance activities and provide business visibility and reporting in a regular cadence

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

• 12+ years of relevant experience
• Experience selling or promoting software technology solutions in a sales or business development role
• Experience with field-level partner management and co-sell engagement
• Experience managing GSI Partner Relationships, and particularly experience working with Accenture
• Bachelor’s degree or equivalent

• MBA
• Proven track record in enterprise software working with Consulting and SI Alliances or related role(s)
• Experience owning Strategic Partner Development Plans for a suite of Partners and able to demonstrate partner success through impact against company key performance indicators (KPIs)
• Comfortable engaging at the VP-level as a strategic business advisor
• Experience working with Cloud-based SaaS solutions
• Excellent communication and presentation skills
• Highly collaborative, strategic and focused
• Track record of delivering against quantifiable reach and revenue goals while teaming and selling with SIs
• Possesses strong operational rigour and discipline

Life at Docusign

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.

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