Job details

Sr. Director, Engagement Management

Company Overview

DocuSign helps organizations connect and automate how they agree. Our flagship product, eSignature, is the world’s #1 way to sign electronically on practically any device, from virtually anywhere, at any time. Today, more than a million customers and a billion users in over 180 countries use DocuSign to accelerate the process of doing business and simplify people’s lives.

What you'll do

The Sr. Director of Engagement Management (EM) position requires a combination of services sales quota and financials acumen, implementation and services delivery experience, services portfolio and positioning, cross functional relationship building and services sales territory management and orchestration. 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 Success 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 Sr. 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 is a people manager role reporting to the VP of Professional Services - Americas.

Responsibility

Lead EMs in North America and LATAM, providing guidance and mentorship to ensure the overall team’s success
Engage directly with Sales leadership to strategically align on organization, 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 Americas EM team
Collaborate closely with Sales, CS and Partner Success 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 quotes, align Services GTM with Sales, and define the EM org structure

Job Designation

Remote:

Employee is not required to be in or near an office frequently and works from a designated remote work locations for the majority of the time.

What you bring

Basic

Bachelor’s Degree
15+ years professional services and implementation experience delivering application and cloud-based technology solutions
10+ years in Services management or leadership position building and running high performing teams
5+ years in a Services selling role or equivalent position
Experience attaining and exceeding overall Services organization targets

Preferred

Excellent team building skills
Excellent verbal and written communication skills as well as presentation expertise
Superior skills at relationship-building, cross-organizational 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 organizations 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

Wage Transparency

Based on applicable legislation, the below details pay ranges in the following locations:

California: $195,200 - $290,450 base salary

Illinois and Colorado: $188,100 - $283,025 base salary

Washington and New York (including NYC metro area): $188,100 - $272,775 base salary

This role is also eligible for bonus, equity and

benefits

Life at DocuSign

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 provides reasonable accommodations for qualified individuals with disabilities in job application procedures, including if you have any difficulty using our online system. If you need such an accommodation, you may contact us at accommodations@docusign.com.

Our global benefits

Paid time off

Take time to unwind with earned days off, plus paid company holidays based on your region.

Paid parental leave

Take up to six months off with your child after birth, adoption or foster care placement.

Full health benefits

Options for 100% employer-paid health plans from day one of employment.

Retirement plans

Select retirement and pension programs with potential for employer contributions.

Learning & development

Grow your career with coaching, online courses and education reimbursements.

Compassionate care leave

Paid time off following the loss of a loved one and other life-changing events.

DocuSign Glassdoor Company Review

3.6

DocuSign DE&I Review

4.0

CEO of DocuSign

Allan Thygesen

Approve of CEO

By DocuSign

DocuSign, headquartered in San Francisco, is an American company that allows organizations to manage electronic agreements with electronic signatures across various types of devices.

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