Senior Director, Regulated Industries - NA Partner Lead

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 Partner Ecosystem Leader – NA Regulated Industries (Public Sector and Health Care) will drive the partner mission across our core partners and target markets in the NA region, bringing the strength of the ecosystem to Docusign’s go‑to‑market motions. The role involves leading a team that develops and drives ISV GTM, reseller and system integrator ecosystem strategy for the NA region, expanding the reach of global partners while establishing critical local partnerships to support product and sales goals.

The leader will collaborate closely with executive leadership in Sales, Marketing, Customer Success, Product and Enablement to drive vision and strategy for the Partner Ecosystem in Regulated Industries NA, leveraging global missions from the U.S. and broader global headquarters.

• Manage the team of SI, Reseller and ISV partner account managers and Partner Sales Executives in Regulated Industries NA
• Leverage global partner strategy to develop and implement Regulated Industry NA partner vision and strategy in conjunction with Sales, Marketing and Product leadership
• Translate global partner objectives into NA Regulated Industries‑specific GTM strategy, including allocation of resources and execution plans coordinated with teams in the region
• Create and deliver against quarterly revenue and demand generation targets
• Drive quarterly business reviews between partners and sales counterparts
• Drive the monetization of ISVs and associated G/RSIs critical to the NA Regulated Industries business
• Review and elevate your team’s results; inspire and showcase the impact and potential of the Docusign Partner Ecosystem
• Represent Docusign with partner press and through partner events
• Travel as necessary, typically 25%+

Hybrid: Employee divides their time between in‑office and remote work. Access to an office location is required. (Minimum 2 days per week; weekly in‑office expectation)

• BA/BS degree or equivalent work experience
• 15+ years of relevant experience
• 5+ years of experience leading and managing B2B technology partner ecosystem team(s)
• Experience leading a multi‑member, matrixed organization
• Understanding and leverage of go‑to‑market influence models to drive partner engagement and participation in corporate marketing programs
• Experience developing specific partner ecosystem strategies in Regulated Industries (Public Sector & Health Care) targeted verticals

• MBA
• Proven track record of excellence in personal partner development history
• Highly developed communications skills, one‑to‑one and in public speaking
• Demonstrated affinity for sales and marketing
• Technical undergraduate degree
• 8+ years leading partner ecosystem teams
• Specific experience in the SaaS space
• Experience serving customers in Enterprise, Mid‑Market, and SMB
• Experience developing specific partner ecosystem strategies in targeted verticals such as Financial Services, Health Care, Life Sciences, etc
• Versed in business throughout NA, with multi‑vendor deal experience spanning the many countries and varying business models across the region
• Proven track record of leading large teams in the consistent achievement of growth targets and other KPIs across broad segments and markets over a sustained period

Pay for this position is based on a number of factors including geographical location and may vary depending on job‑related knowledge, skills, and experience. Below are the current base‑salary ranges for key locations:

• Calif…