GSI Global Account Director

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. 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).

About the role

We are seeking a seasoned and strategic leader to join our team as Partner Alliance Manager for Strategic GSI Partnerships. In this pivotal role, you will be responsible for managing the global go-to-market partnership with one of DocuSign's most strategic GSI partners. You will implement a comprehensive partnership strategy that expands DocuSign's reach, unlocks new revenue streams, and fuels customer success. The ideal candidate will have extensive experience in building and handling strategic partnerships, with a strong focus on driving quantifiable revenue growth and enhancing market presence. This leader will collaborate closely with executive leadership in Sales, Marketing, Customer Success, Professional Services, Product, and Enablement to drive vision and strategy for the ecosystem of a given Strategic GSI globally. This position is an individual contributor role reporting to the Vice President, Global Partner Alliances.

Responsibilities

• Lead day-to-day management of our largest strategic partnership through the development and execution of a comprehensive partnership strategy focused on using the GSI and their ecosystem to drive business growth, solution development, and expand market reach.
• Manage and lead a successful virtual team of partnership professionals, providing mentorship and guidance to achieve individual and team goals.
• Track, analyze, and report on partnership performance metrics and KPIs to measure success and identify areas for improvement.
• Lead the identification, evaluation, and development of strategic partnership growth programs and solutions that align DocuSign's overall business objectives and go-to-market strategy with that of the Strategic GSI.
• Build and maintain strong relationships with key leaders at the Strategic GSI, including executives, consulting, industry, partner, and sales teams.
• Develop and supervise partnership programs that drive joint marketing initiatives, co-selling opportunities, co-innovation programs, product development alignment, and seamless customer integration.
• Collaborate closely with internal cross-functional teams, including Sales, Marketing, Consulting, Industry, Technology, and Customer Success, to ensure a cohesive partnership experience.
• Lead negotiations and contract discussions to establish mutually beneficial partnership agreements.
• Stay informed about industry trends, competitive landscape, and identify emerging partnership opportunities within the given Strategic GSI and their ISV ecosystem.
• Represent DocuSign at events and conferences, building brand awareness and fostering thought leadership within the partnership ecosystem.
• Direct regional partner management, partner enablement, and partner pipeline, and support the solution development, sales, and marketing required by the partnership.
• Lead development and approval of a joint business plan, support legal agreements, and gain commitment from cross-functional collaborators, and guide internal teams with access to key GSI stakeholders and Business, Industry, Vertical & Technology organizations globally.
• Contribute to the overall DocuSign partner ecosystem growth with best practices, ideas, and strategy development.
• Collaborate and coordinate with the Marketing team to develop GTM plans positioning DocuSign.
• Engage closely with the Partner Success, Customer Success, and Professional Services teams to develop integrated engagement models to optimize collaboration and assist with customer satisfaction and driving meaningful business outcomes with our mutual clients.

Requirements

• 15+ years of experience in strategic partnerships, business development, or a related field, with a proven track record of success in building and managing high-value partnerships.
• Bachelor's degree in Business Administration, Marketing, or related field.
• Experience building and managing strategic partnerships with the GSI and other leading technology companies in business development, alliances, and/or marketing.
• Experience working cross-functionally, blending sales, marketing, product, and operations, dealing with multiple, competing demands and prioritizing appropriately, as well as working effectively in matrices, with multiple departments and customers.
• Experience with strategic GSI's and their ecosystem, market strategy, solutions, and partner programs.
• Experience building and maintaining strong relationships with senior executives and key decision-makers.

Preferred Qualifications

• Strong analytical and problem-solving skills with the ability to develop and implement data-driven partnership strategies.
• Excellent negotiation, communication, and interpersonal skills, with the ability to influence and collaborate effectively with internal and external collaborators.
• Proven ability to lead, motivate, and inspire a team, fostering a collaborative and results-oriented environment.
• Strategic problem solver with the ability to develop and implement long-term partnership strategies aligned with business objectives.
• Analytical approach with the ability to use data and insights to drive informed decision-making.
• Entrepreneurial spirit with a passion for innovation and driving results in a fast-paced environment.
• Experience managing a similar large-scale partnership with GSI.
• Experience working for the Strategic ISVs.
• Experience in GSI Partner Alliances.
• Experience as Partner Account Manager or equivalent.
• Excellent written communication skills, including capability to develop detailed GTM strategy plans.
• Autonomous, focused, hands-on, get-it-done mentality.
• Positive, upbeat, and assertive personality.
• MBA.
• Experience in SAAS.
• Capacity to work on cross-functional projects.

Pay

Pay for this position is based on a number of factors including geographic location and may vary depending on job-related knowledge, skills, and experience. Based on applicable legislation, the below details pay ranges in the following locations:

• California: $195,000.00 - $293,000.00 base salary
• Illinois, Colorado, Massachusetts, and Minnesota: $186,100.00 - $269,800.00 base salary
• Washington, Maryland, New Jersey, and New York (including NYC metro area): $186,100.00 - $282,750.00 base salary
• Washington DC: $195,000.00 - $282,750.00 base salary
• Ohio: $176,900.00 - $256,475.00 base salary

This role is also eligible for the following bonus: Sales personnel are eligible for variable incentive pay dependent on their achievement of pre-established sales goals. This role is eligible to receive Restricted Stock Units (RSUs).

Benefits

• Paid Time Off: earned time off, as well as paid company holidays based on region.
• Paid Parental Leave: take up to six months off with your child after birth, adoption, or foster care placement.
• Full Health Benefits Plans: options for 100% employer-paid and minimum employee contribution health plans from day one of employment.
• Retirement Plans: select retirement and pension programs with potential for employer contributions.
• Learning and Development: options for coaching, online courses, and education reimbursements.
• Compassionate Care Leave: paid time off following the loss of a loved one and other life-changing events.

Schedule

Remote: Employee is not required to be in or near an office frequently and works from a designated remote work location for the majority of the time.