Senior Channel Account 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

As Senior Channel Account Manager you will play a strategic role in driving significant growth through Docusign’s reseller ecosystem. You will own and expand high-impact partnerships, shaping channel strategies that accelerate revenue, strengthen partner relationships, and expand our footprint in the market. This position will manage key reseller relationships, but also design and execute scalable go-to-market strategies, influence regional partner recruitment, and enable joint business planning. You will work cross-functionally with senior stakeholders across Sales, Marketing, and Enablement to maximize partner productivity and deliver measurable business outcomes. This position is an individual contributor role reporting to the Director, Channel Resell.

Responsibility

• Own and drive executive-level relationships with key resell partners, ensuring joint success and measurable revenue growth.
• Define and lead regional partner strategy, including recruitment, enablement, and performance management.
• Build joint go-to-market plans with top partners, ensuring alignment to Docusign’s priorities and achievement of revenue targets.
• Partner with Marketing and Enablement to design and execute scalable demand generation campaigns, partner training, and certification programs.
• Guide and influence partner sales teams to accelerate pipeline creation, improve conversion rates, and close high-value deals.
• Provide accurate business forecasting, pipeline insights, and quarterly reviews for leadership visibility.
• Serve as a trusted advisor to partners by influencing product positioning, value messaging, competitive differentiation, and deal strategy.
• Represent the voice of the channel within Docusign, collaborating with cross-functional teams to align programs, resources, and investments.
• Leverage senior relationships within partner organizations to elevate engagement, drive executive sponsorship, and increase mindshare.
• Mentor peers within the channel organization, sharing best practices and contributing to the growth of the wider EMEA channel business.
• Travel as required (up to 50%).

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

• Bachelor’s degree in Business Management or related field, or equivalent practical experience.
• 8+ years of experience driving results in channel sales, partner management, or equivalent quota-carrying roles within the SaaS industry.
• Experience influencing senior partner executives and leading joint business planning at a regional or country level.
• Fluent in English.

Preferred

• Experience building and executing channel GTM strategies within a fast-paced SaaS or technology environment.
• Strong business acumen with the ability to translate strategic objectives into tactical execution.
• Executive presence and exceptional communication skills, capable of influencing across multiple levels of partner and internal organizations.
• Strong analytical skills with ability to forecast accurately, report performance, and identify growth opportunities.
• Proven ability to collaborate cross-functionally and navigate complex, matrixed environments.
• A growth mindset, self-starter mentality, and a track record of consistently exceeding goals.