Vice President, Strategic Customer Engagement

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

DocuSign is looking to hire a senior executive to develop commercial optimization strategies that maximize revenue, share of wallet, and net dollar retention for DocuSign in our largest customers. The candidate will engage with DocuSign’s Enterprise sales team, and top strategic customers to shape and negotiate complex deal designs that support DocuSign’s growth strategy. The Vice President, Strategic Customer Engagement will drive strong alignment with DocuSign Enterprise Sales leaders and stakeholders across the company to define and execute effective sales strategies and best practices that optimize the revenue per customer.

The candidate will understand SaaS competitive tactics and the enterprise customer buying behaviors to effectively structure commercial strategies against them. The VP, Strategic Customer Engagement will provide guidance to the field and engage in negotiations with key Customer C-Level Executives to drive successful deal closure as required. With direct customer engagement and feedback, the VP, Strategic Customer Engagement will also provide feedback into pricing and packaging and other DocuSign processes and stakeholders. The candidate will have a deep understanding of end to end complex deal execution and the revenue recognition impact on competitive pricing and margin.

This position is a people manager role reporting to the Group Vice President, Enterprise Sales.

Responsibility

• Drive repeatable best practice, methodology, and assets (i.e. proposal templates) and support enablement
• Engage in negotiations with key C-Level Customer Executives as required
• Develop Enterprise narrative and value proposition that support large scale commercial agreement proposals
• Understand competitor tactics and effectively structure the commercial strategy to support a DocuSign win
• Support escalations to delivery, commercial, legal and product teams for complex enterprise agreements
• Support the DocuSign GVP, Enterprise in building out the new Strategic Customer Engagement team
• Provide guidance on deal design and optimization to the account teams

Job Designation

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

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

• 15 to 20+ years of experience selling complex business software and/or IT solutions
• Experience with business application software sales to large global enterprise accounts
• Experience in a complex, matrixed account team selling environment

Preferred

• Demonstrated success with large transactions and lengthy sales campaigns in a fast-paced, consultative and highly competitive market
• Best in Class proposal development and negotiation skills

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 - $272,775 base salary

Washington and New York (including NYC metro area): $188,100 - $283,025 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. If you need such an accommodation, including if you need accommodation to properly utilize our online system, you may contact us at [email protected].

If you experience any technical difficulties or issues during the application process, or with our interview tools, please reach out to us at [email protected] for assistance.

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States Not Eligible for Employment

This position is not eligible for employment in the following states: Alaska, Hawaii, Maine, Mississippi, North Dakota, South Dakota, Vermont, West Virginia and Wyoming.