Director, Horizontal ISV Partnerships

Location

US-CA-San Francisco

Category

Sales & Partnerships

Position Type

Regular

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).

• Develop and lead our Horizontal ISV partnership segment (including AI partners), with a focus on selecting, recruiting, and developing new partnerships for OEM, cosell/referral and reseller motions
• Lead day-to-day management of our AI partnerships and define the strategy that helps us drive the company from $3B in revenue to $5B+ by strategically aligning Docusign with key partner solutions
• Drive our partnership strategy, management, and recruiting for our horizontal ISV segment (CRM, HR, Procurement, Legal, etc.) with a focus on the large impactful partners
• Manage cross-functionally within Docusign to drive our ISV partnerships business
• Build go-to-market (GTM) plans and business cases through collaboration with an extended cross-functional team
• Work with Sales to drive the recruiting of new partners and to expand existing partner relationships
• Work with product to understand and convey new ISV requirements and the development of new functionality, as well as to identify and recruit new partners
• Work with the Docusign marketing team to develop and execute on-demand generation campaigns
• Conduct quarterly business reviews and develop executive relationships with Docusign and partner executives
• Present partner updates at monthly executive meetings

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.

• Cross-functional experience blending sales, marketing, product, and operations, with a well-honed ability to deal with multiple competing demands and prioritize appropriately, as well as work effectively in matrices with multiple departments and customer types
• 10+ years relevant experience working with SaaS partnerships
• Experience developing and executing partner GTM plans
• Experience managing cross-functionally to build and transform partnership businesses
• Experience with cloud requirements in the North American market
• Project/program management experience

• Experience working with ISV partners like Hubspot, Stripe, OpenAI and CLEAR
• Experience building and driving OEM/Embed partnerships with SaaS Vendors, including PLG motions
• Experience creating Go-To-Market plans and extending these to increase partner-related revenues
• People management experience
• Working knowledge of the software and application development processes
• Excellent problem-solving and analytical skills
• Strong communication and presentation skills – both verbal and written

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: $202,800.00 - $327,625.00 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. Non-Sales roles are eligible for a company bonus plan, which is calculated as a percentage of eligible wages and dependent on company performance.
• Stock: This role is eligible to receive Restricted Stock Units (RSUs).

Global benefits provide options for the following:

• 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

Work Authorization Notice: Please note that we do not provide visa sponsorship or immigration support for this position. Applicants must already be authorized to work in the United States on a full-time, permanent basis without the need for current or future sponsorship.

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.

Applicant and Candidate Privacy Notice

This position is not eligible for employment in the following states: Alaska, Hawaii, Maine, Mississippi, North Dakota, South Dakota, Vermont, West Virginia and Wyoming.

It's important to us that we build a talented team that is as diverse as our customers and where all employees feel a deep sense of belonging and thrive. We encourage great talent who bring a range of perspectives to apply for our open positions. Docusign is an Equal Opportunity Employer and makes hiring decisions based on experience, skill, aptitude and a can-do approach. We will not discriminate based on race, ethnicity, color, age, sex, religion, national origin, ancestry, pregnancy, sexual orientation, gender identity, gender expression, genetic information, physical or mental disability, registered domestic partner status, caregiver status, marital status, veteran or military status, or any other legally protected category.

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