Director, Engagement Management EMEA
DocuSign
Director, Engagement Management EMEA
- Location
- UK-London
- Category
- Customer Success & Consulting
- Position Type
- Regular
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
The Director of Engagement Management (EM) position requires a combination of services sales quota and financial acumen, implementation and services delivery experience, services portfolio and positioning, cross functional relationship building and services sales territory management and orchestration. This leader guides and enables their team to deeply understand customer needs, business challenges, and objectives, and to determine how to best deliver the desired business outcomes through effective use of the Docusign IAM platform. Core skills required to be successful in this role include the ability to build cross-functional alignments with teams such as Sales, Customer Success (CS), Partner/SI team and Operations that can be scaled globally. Act as a trusted advisor who is highly collaborative and able to negotiate with Sales, SI Partners, and business partners to achieve joint goals and eliminate roadblocks for the EM team. The Director of Engagement Management must lead, mentor and guide their team to hit and exceed quotas, manage pipeline, accurately forecast bookings, and drive services deals to closure.
This position is a people manager role reporting to the Senior Director of Professional Services, EMEA.
Responsibility
Lead EMs in EMEA, providing guidance and mentorship to ensure the overall team’s success
Engage directly with Sales leadership to strategically align on organisation, Go-To-Market, and drive executive alignment with customers
Guide Marketing, Pricing, Packaging and Enablement on what and how services are positioned and communicated within sales cycles and deployed to field teams
Work with Geo-based EM leaders to deploy consistent and aligned services sales playbooks, processes and sales motions
Communicate and accurately manage services forecast and pipeline for the EM team
Collaborate closely with Sales, CS and Partner/SI teams to recommend best practices and position the right services to customers
Collaborate with Customer Success Management (CSM) leaders to provide services sales support throughout the customer journey, supporting adoption and expansion
Ensure EMs position the right service offerings, estimate appropriate work effort, and develop Statements of Work (SOW) that control risk by clearly articulating scope boundaries
Ensure services SOWs are financially sound with appropriate margin and cost reviews and are within discounting thresholds
Position the value of services and effectively negotiate and close profitable services engagements in new logo and existing customer accounts
Participate in annual planning for EMs and work closely with Finance and Operations to map territory assignments, set EM quotas, align Services GTM with Sales, and define the EM org structure
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
12+ years professional services and implementation experience delivering application and cloud-based technology solutions
6+ years of experience in leadership position building and running high performing teams including experience in a Services selling role or equivalent position
Experience attaining and exceeding overall Professional Services organisation targets
Preferred
Excellent team building skills
Excellent verbal and written communication skills as well as presentation expertise
Superior skills at relationship-building, cross-organisational partnering, and driving results through influence and negotiation
Experience working with global teams, collaborating cross-functionally and successfully aligning on joint methods and approaches
Solid experience of services sales within a SaaS based company
High acumen of Services operations, contracting and financials
Experience selling to both commercial and enterprise organisations and an understanding of services complexity needed for each segment
A track record of selling services successfully alongside license sales teams and an ability to collaboratively build and execute successful account sales strategies
Additional industry vertical expertise (e.g., High Tech, Healthcare and Financial Services) along with internal IT Systems and Operations experience
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.