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 Director of Engagement Management (EM) position requires a combination of services sales quota and financial acumen, implementation and services delivery experience, services portfolio and positioning, cross functional relationship building and services sales territory management and orchestration. This leader guides and enables their team to deeply understand customer needs, business challenges, and objectives, and to determine how to best deliver the desired business outcomes through effective use of the Docusign IAM platform. Core skills required to be successful in this role include the ability to build cross-functional alignments with teams such as Sales, Customer Success (CS), Partner/SI team and Operations that can be scaled globally. Act as a trusted advisor who is highly collaborative and able to negotiate with Sales, SI Partners, and business partners to achieve joint goals and eliminate roadblocks for the EM team. The Director of Engagement Management must lead, mentor and guide their team to hit and exceed quotas, manage pipeline, accurately forecast bookings, and drive services deals to closure. 

This position is a people manager role reporting to the Senior Director of Professional Services, EMEA. 

Responsibility

• Lead EMs in EMEA, providing guidance and mentorship to ensure the overall team’s success

• Engage directly with Sales leadership to strategically align on organisation, Go-To-Market, and drive executive alignment with customers 

• Guide Marketing, Pricing, Packaging and Enablement on what and how services are positioned and communicated within sales cycles and deployed to field teams

• Work with Geo-based EM leaders to deploy consistent and aligned services sales playbooks, processes and sales motions 

• Communicate and accurately manage services forecast and pipeline for the EM team

• Collaborate closely with Sales, CS and Partner/SI teams to recommend best practices and position the right services to customers 

• Collaborate with Customer Success Management (CSM) leaders to provide services sales support throughout the customer journey, supporting adoption and expansion

• Ensure EMs position the right service offerings, estimate appropriate work effort, and develop Statements of Work (SOW) that control risk by clearly articulating scope boundaries 

• Ensure services SOWs are financially sound with appropriate margin and cost reviews and are within discounting thresholds 

• Position the value of services and effectively negotiate and close profitable services engagements in new logo and existing customer accounts 

• Participate in annual planning for EMs and work closely with Finance and Operations to map territory assignments, set EM quotas, align Services GTM with Sales, and define the EM org structure

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 

• Bachelor’s Degree

• 12+ years professional services and implementation experience delivering application and cloud-based technology solutions

• 6+ years of experience in leadership position building and running high performing teams including experience in a Services selling role or equivalent position

• Experience attaining and exceeding overall Professional Services organisation targets

Preferred 

• Excellent team building skills

• Excellent verbal and written communication skills as well as presentation expertise

• Superior skills at relationship-building, cross-organisational partnering, and driving results through influence and negotiation

• Experience working with global teams, collaborating cross-functionally and successfully aligning on joint methods and approaches 

• Solid experience of services sales within a SaaS based company 

• High acumen of Services operations, contracting and financials

• Experience selling to both commercial and enterprise organisations and an understanding of services complexity needed for each segment

• A track record of selling services successfully alongside license sales teams and an ability to collaboratively build and execute successful account sales strategies

• Additional industry vertical expertise (e.g., High Tech, Healthcare and Financial Services) along with internal IT Systems and Operations experience 

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, Colorado, Massachusetts and Minnesota: $X/hour - $X/hour or $X - $X base salary

Washington, Maryland, 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

Ohio: $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

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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