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

As a Partner Development Manager, you will play a critical role in expanding and strengthening our partner ecosystem. In support of our regional strategy, you will be responsible for recruiting and onboarding new partners, managing and nurturing relationships with existing smaller or newer partners, and driving their growth and impact as well as supporting our partner managers to drive business development initiatives with our target partners to drive revenue growth. You will act as a key advisor that helps to identify and incubate emerging ISVs and Sls into rising stars within the Docusign partner ecosystem that will play increasingly important roles in the Docusign go-to-market motion. You will also act as the cross-functional facilitator across sales, product and partners in ensuring execution of new sales plays and successful go-to-market sales plays that involve your partners' solutions.

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

Responsibility

Identify, recruit, and onboard new partners to expand the company's reach and capabilities
Guide new partners through the onboarding process, ensuring a smooth transition and early engagement
Develop and execute partner recruitment strategies aligned with business objectives
Manage a portfolio of smaller or newer partners, serving as their primary point of contact
Build strong, trust-based relationships to understand partner needs and drive engagement
Develop and implement growth plans to increase partner impact and revenue contribution
Monitor partner performance and provide regular feedback and support
Design and deliver enablement programs, including product training, sales tools, and resources
Organize workshops, webinars, and certification sessions to enhance partner capabilities
Ensure partners are equipped with the knowledge and skills to effectively position and sell company solutions
Work closely with sales, marketing, and product to develop offerings that utilize partnerships, such as creating assets and accelerators, supporting account mapping with key partners and training sales and account leaders on the GTM opportunities with partnerships
Serve as the voice of the partner internally, advocating for partner needs and opportunities
Support partners in go-to-market activities, including marketing campaigns and lead generation
Track and report on key performance metrics related to such activities, including revenue, pipeline, and sales adoption

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 in business, marketing, or a related field (or equivalent experience)
12+ years of experience in partner management, channel development, or business development, preferably in the technology sector
Experience recruiting, onboarding, and growing partner relationships
Experience developing and executing business plans and driving results through others

Preferred

Deep understanding of SaaS business models, partner economics, and channel incentive structures
Knowledge of co-selling motions with major cloud platforms (AWS, Azure, GCP) or ecosystem partners
Experience with partner program frameworks (e.g., tiered partner models, certification programs)
Existing relationships within the target partner ecosystem (systems integrators, ISVs, resellers, etc)
Network of contacts at consulting firms or technology partners relevant to the industry
Experience managing a portfolio of 15-30+ partners with measurable revenue impact
Background in enterprise software sales or solutions consulting
Strong presentation, training, and communication skills
Excellent organizational and project management abilities
Collaborative, proactive, and results-oriented mindset

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 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.

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Senior Partner Development Manager

Job Description