Partner Alliance Director

**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**:
Our Sales & Business Development teams collaborate with customers and partners across the globe to help them leverage the DocuSign Agreement Cloud to transform the entire system of agreement process—from preparing to signing, acting on, and managing contracts and other

The Partner Alliance Director is a highly experienced and motivated self-starter who is responsible for developing new business or expanding our footprint in their assigned Territory, through growing the contribution and influence of our Strategic Partners. A successful Partner Alliance Director is eager to learn, determined to adapt quickly, and comfortable with some ambiguity.

Aligned to the DocuSign Central EMEA region, this individual will be responsible for deeply understanding the needs of the territory, including knowledge of the regional partner ecosystem, and will recommend the most appropriately qualified Partner to accelerate DocuSign Agreement Cloud (DAC) opportunities and scale our reach within key Customers. The role must build trust with both the DocuSign field organization and the Partner ecosystem, and work as a cross-functional teammate to the DocuSign Partner Success Managers (PSMs) to engage Partners earlier and more frequently in the sales process. This role will be responsible for building a Partner Territory Plan, managing co-sell motions and building pipeline with Systems Integrators and Strategic Partners in the region, and providing incremental sales cycles to the field organization.

This position is an individual contributor role, reporting to the Director of EMEA Partners and Alliances.

**Responsibility**
- Align with key global and regional DocuSign stakeholders, including SI, ISV and Resell leaders, to evaluate ecosystem capacity and identify gaps in DocuSign Partner portfolio; develop and communicate strategies to close gaps; engage and influence with Systems Integrators and Strategic Partners to address those gaps
- Build and Own relationships with Systems Integrators and Strategic Partners in region to drive their ability and accountability to position the DocuSign Agreement Cloud to Customers and build quality mutual pipeline
- Be the single point of contact for the Territory field sales organization and simplify their ability to team with regional Strategic partners, and accelerate opportunities to win
- Build internal relationships with regional leadership, Sales, Marketing, Customer Success and Professional Services to drive awareness or Partner capabilities, unique value propositions, performance and success criteria
- Evaluate Partner performance based on quantitative metrics; provide health, capability and capacity analysis to internal stakeholders
- Drive alignment with the global partner process and governance structure. Input into global programmes ensuring they are tailored to meet the needs of the territory and market
- Collaborate and coordinate with the marketing team to develop go-to-market (GTM) plans that generate or progress pipeline with partners
- Engage closely with the Partner Success team in measuring customer satisfaction and driving meaningful business outcomes for joint customers of Docusign and our Partners
- Report out on critical business insights across the territory including but not limited to, best practices, industry/use case emerging trends, and learnings from loss reviews

**Job Designation**:
**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.

**What you bring**:
**Basic**
- Strong channel sales experience and commercial acumen with proven ability to deliver against target
- Significant experience of managing Global Systems Integrators, excellent business, and industry acumen, and an understanding of professional services delivery models
- Excellent written and verbal communication skills, including demonstrated ability to present clearly and concisely
- Ability to build relationships and quickly develop trust with Senior leadership and C-Level executives
- Strong analytical and organizational skills, including ability to multi-task effectively
- Strong negotiati