ID 2026-29300

Location

AU-NS-Sydney

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).

Strategic Partnerships - Alliance Manager As a Partner Alliance Manager for Strategic Partnerships, you will be responsible for operationalizing and executing the go-to-market partnership with one of Docusign’s strategic ISV partners within your region. You will take the overarching global strategy and translate it into a localized execution plan that expands Docusign's regional footprint, unlocks specific local revenue streams, and fuels customer success. The ideal candidate will have experience in activating strategic partnerships in-field, with a strong focus on driving quantifiable revenue growth and enhancing market presence. Finally, this role will collaborate closely with regional and functional leadership in Sales, Marketing, Customer Success, and Enablement to align the partner ecosystem with local business objectives and drive day-to-day execution.

This position is an individual contributor role reporting to the Sr. Director, Strategic Partnerships and Channel - ANZ.

Responsibility

• Lead day to day management of our largest strategic partnership through the development and execution of a comprehensive partnership strategy focused on using the Partner ecosystem to drive business growth and expand market reach

• Track, analyze, and report on partnership performance metrics and KPIs to measure success and identify areas for improvement

• Build and maintain strong relationships with key go-to-market stakeholders at the Strategic ISV, including executives, alliance managers and sales teams

• Develop and supervise partnership programs that drive joint marketing initiatives, co-selling opportunities, co-innovation programs and seamless customer integrations

• Collaborate closely with internal cross-functional teams, including Sales, Marketing, Business Development and Customer Success, to ensure a frictionless, productive partnership in-market

• Stay informed about industry trends, competitive landscape, and identify emerging partnership opportunities within the Strategic ISV’s ecosystem

• Represent Docusign at events and conferences, building brand awareness and fostering thought leadership within the partnership ecosystem

• Own in-region 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 for the region, support legal agreements, and gain commitment from cross-functional collaborators

• Guide internal teams with access to product insights, solution development, support and training resources from the Strategic ISV

• Contribute to the overall Docusign partner ecosystem growth with best practices, ideas and strategy development

• Adhoc duties as directed by Management

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.

Basic

• 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

• Proven track record of building and managing strategic partnerships with Partners or other leading technology companies in business development, alliances and/or marketing

• Cross-functional experience, blending sales, marketing, product and operations, and a well-honed ability to deal with multiple, competing demands and prioritise appropriately, as well as work effectively in matrices, with multiple departments and customers

• In-depth understanding of a given Strategic ISV’s ecosystem, including its products, solutions, and partner programs
  

Preferred

• 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

• Experience managing and similar large scale partnership with a Strategic ISV and/or experience in SI Partner Alliances

• Experience working for the Strategic ISV

• Experience as Partner Account Manager or equivalent

• Autonomous, focused, hands-on, get-it-done mentality

• Experience in SAAS

• Capacity to work on cross-functional projects

• Demonstrated ability to build and maintain strong relationships with senior executives and key decision-makers

• Strong analytical and problem-solving skills with the ability to develop and implement data-driven partnership strategies

• Solid negotiation, communication, and interpersonal skills, with the ability to influence and collaborate effectively with internal and external collaborators

• Excellent written communication skills, including capability to develop detailed GTM strategy plans

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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