Lead Engagement Manager

About the role

The Customer Success team is responsible for all elements of customer success including digital transformation strategy, adoption best practices, implementation services, education, and support. The Engagement Management team serves as trusted advisor to sales and customers, with deep understanding of end-to-end professional services, training, and deployment of the Docusign platform. The Lead Engagement Manager partners closely with the field sales team and supports their deals through the alignment and selling of services. Engagement Managers act as the conduit between Sales and Professional Services, ensuring downstream teams are prepared to support services sold during the sales cycle. This is an individual contributor role reporting to the Director, Engagement Management.

Responsibilities

• Drive success of the company’s goals and objectives through achieving individual sales quotas
• Lead by example on the Engagement Management team exemplifying activities such as driving services sales best practices, partnering with EMs on how to approach deals and positioning, and independently running Enterprise sales cycles with a long-term strategic approach
• Develop strong relationships with Field Sales, Customers, Professional Services, Customer Success, and Operations to ensure alignment and increase the likelihood of customer success and satisfaction
• Align to the sales team’s account and deal strategies, engage in the selling cycle, and pitch the appropriate services to support customer outcomes
• Scope services, propose and recommend approaches to customers, and estimate work effort to develop a Statement of Work
• Understand the various services and training offerings and what outcomes are achieved when each type of service is leveraged by customers
• Communicate technical concepts in business or technical terms
• Partner with Professional Services to ensure appropriate knowledge transfer is conducted once a deal is sold and to support the team when challenges arise
• Anticipate problems and recommend innovative solutions
• Achieve customer satisfaction through the sale of sound consulting projects
• Hit quotas each quarter — this is a quota-carrying Services Sales role
• Travel 10–20%

Requirements

Basic

• 12+ years of experience in enterprise-level software consulting or services sales
• Bachelor’s Degree
• 2+ years of experience as a consultant

Preferred

• Proven track record for attaining and exceeding annual quota
• Ability to collaborate with sales to build and execute complex account strategies and sales plays
• Ability to scope and estimate projects and drive contracts and deals to closure
• Understanding of enterprise development lifecycle (Agile, Hybrid, Waterfall) and ability to communicate the differences between each as well as how projects are managed in each approach