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).

Docusign is rapidly growing as we evolve towards Intelligent Agreement Management (IAM), an AI-powered Agreement Platform that empowers businesses to connect and optimise every step of their business processes. IAM helps our customers bring agreements to life, allowing organisations of all sizes to put their agreement data to work for them to accelerate revenue, reduce risk, and unlock value. We are looking for a high-impact individual who is driven by an insatiable desire to lead with curiosity, challenge customers to think bigger and drive strong sales outcomes through platform value selling. The Lead Solution Consultant will support the Enterprise sales team drive revenue by helping to understand complex customer business problems / requirements and translate them into solutions leveraging Docusign’s IAM platform. This individual should have a background in a strategic sales environment and demonstrated success positioning enterprise-wide solutions.

This position is an individual contributor role reporting to the Manager, Solution Consulting.

Responsibility

• Serve as the technical lead on accounts in partnership with Sales across the Enterprise segment in ANZ
• Maintain strong business partnerships with Sales, Professional Services, Customer Success Managers, Marketing, Product and other key stakeholders to maximise impact across customer engagements
• Comfort conducting deep technology discovery with executive-level stakeholder groups across multifaceted customer landscapes
• Inform Sales account planning with strategic technical insights to influence the overall customer strategy and execution approach
• Map customer challenges and opportunities through value messaging assets to Customer impact and a proposed IAM solution design
• Establish confidence in recommendations via product expertise, custom product demonstrations, technical discussions, whiteboarding, workshops, RFP/RFI responses, product roadmap sessions and business process diagrams
• Articulate recommendations with confidence and influential communicative techniques and tools i.e. messaging frameworks, visually compelling slides, customer stories, storytelling etc
• Deliver trusted, long-term, high ROI solutions
• Partner with sales to deliver on revenue plan and retention goals
• Exhibit proficiency of the core IAM platform, including all current and future components of the agreement process
• Leverage knowledge gained from production deployments, customer experiences and industry references
• Champion Docusign as the most trusted, secure and effective partner for each customer’s Agreement processes
• Disseminate insights, learnings, resources and assets within the team and across the organisation to drive scale of impact and collaboration
• Travel 20% or more as needed

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 

• 5+ years of prior experience within a mid-enterprise-level, pre-sales role selling SaaS solutions and concepts
• BS/BA degree or equivalent in relevant work experience

Preferred 

• 8+ years of prior pre-sales experience within a mid-market or enterprise-level cloud based SaaS offering
• Proficient in delivering software demonstrations, presentations and workshops in person and virtually
• Experience with technical business documentation like solution designs, workflow diagrams, proposals, SOWs, RFPs and RFIs, etc
• Proven experience working with employees at all levels of an organisation, especially C-suite
• Demonstrated experience and success selling to customers across regulated industries i.e. Public Sector, Financial Services, Healthcare etc
• Familiarity with enterprise-class software systems like ERP, CRM and ECM systems including SAP, ServiceNow, Microsoft, Salesforce etc
• Familiarity with system integration methods such as web services, REST APIs SOAP APIs, Integration Patterns and software development methodologies
• Familiarity with web-based solutions, website development, HTML, XML and structured data
• Experience articulating the value of AI in context of technology solutions, with a focus on defining ROI
• Familiarity with concepts related to Agreement creation, commitment and management
• Strong verbal and written communication skills

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: $X/hour - $X/hour or $X - $X base salary

Illinois and Colorado: $X/hour - $X/hour or $X - $X base salary

Washington, New Jersey and New York (including NYC metro area): $X/hour - $X/hour or $X - $X base salary

Washington DC: $X/hour - $X/hour or $X - $X 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

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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