Manager, Partner Development

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).

The Manager, Partner Development will possess the ability to manage & motivate a team of Partner Development Representatives (PDR) to achieve individual opportunity generation quotas. They also must be able to measure, monitor and hold PDRs accountable for their activities and results. The Manager, Partner Development will work directly with PDRs to improve deal generation, facilitation, and closing effectiveness. They will work with their manager, as well as with Sales and Business Development leadership, to build scalable systems and processes to maximize indirect sales effectiveness and efficiency.

The Manager will mentor PDRs and build a strong, cohesive, collaborative team that is responsible for generating, facilitating, and closing qualified sales opportunities. They will also be responsible for forecasting and delivering on quota. This position is a people manager role reporting to Sr. Director, Partner Development.

• Develop and execute upgrade and renewal process and strategies and ensure compliance to internal data management and reporting, including use of
• Assess sales activities and forecasts to determine sales progress and required improvements
• Recommend and implement improvements to achieve sales goals
• Coach PDRs to develop their sales skills including market management, forecasting, prospecting within Partner accounts, negotiations, and other necessary skills, while maintaining individual accountability to goals
• Work with each PDR to develop and implement partner-wide business and sales plans to achieve sales quota
• Identify and support opportunities for the training and professional development of department personnel
• Partner with sales, business development, and marketing leadership to help drive pipeline generation strategy and execution
• Identify key opportunities for business improvement through combination of analytics, qualitative insights and good business sense
• Conceptualize and run with projects that help improve our pipeline generation
• Assist with ad hoc asks

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

• BS/BA degree or equivalent experience
• 5+ years of management experience with specific experience in channel or direct sales in a similar SaaS based company

Preferred

• Demonstrated ability to consistently generate revenue and exceed quota by managing process for identifying, qualifying, and closing new business as well as and not limited to growing an existing install base
• Demonstrated ability to develop and maintain effective business, sales, and vertical market plans
• Demonstrated ability to successfully negotiate and close complex contracts
• Excellent verbal and written communication and presentation skills
• Demonstrated ability to identify new, creative ways to drive more businesses to purchase and utilize Docusign’s diverse solution suite
• Experience working in cross‑functional teams
• Effective, clear, and concise communication skills, verbal and written
• Comfortable and…