Channel Account Manager

About Docusign

Docusign is a global leader in agreement management, enabling over 1.5 million customers and more than a billion users in over 180 countries to digitally streamline business agreements and contract processes. Utilizing intelligent agreement management technology, Docusign helps businesses unlock critical data locked in documents, connecting it with enterprise systems to save time, reduce costs, and improve opportunities.

Role Overview

The Channel Account Manager will act as the main liaison for partners such as Distributors, Resellers, System Integrators, and Independent Software Vendors within a designated region. This individual will nurture and develop strategic partnerships, accelerate partner-driven revenue growth, execute scalable go-to-market plans, and foster strong collaborative relationships with both partners and internal stakeholders across Sales, Marketing, and Enablement. This is primarily an individual contributor role reporting to the Director, Channel Resell.

Key Responsibilities

• Manage and grow the reseller ecosystem by building strong executive-level relationships with key partners to ensure shared success and revenue expansion.
• Define and implement regional reseller strategies including partner recruitment, enablement, and tracking performance metrics.
• Create joint go-to-market plans with top resellers aligned to Docusign's strategic priorities and revenue goals.
• Collaborate with Marketing and Enablement teams to develop scalable demand generation initiatives, training, and certification programs.
• Drive partner sales teams to boost pipeline development, enhance conversion rates, and secure high-value deals.
• Advise partners on product positioning, value messaging, competitive differentiation, and deal strategies.
• Serve as the key interface between Docusign and regional partners such as System Integrators and ISVs.
• Work closely with internal sales teams to identify when to incorporate partners in customer opportunities and foster partner engagement throughout sales cycles.
• Champion co-selling and channel business growth to maximize combined value.
• Assist in account mapping with top partners, recommending best-fit partners for specific deals.
• Provide sales teams with partner-related resources, expertise, and guidance to enhance deal closure.
• Maintain ongoing partner relationships ensuring alignment with shared business objectives.
• Coordinate with Partner Alliance Managers to harmonize partner strategies and engagement efforts at the regional or territorial level.
• Deliver accurate business forecasts, pipeline assessments, and conduct quarterly reviews for leadership transparency.
• Travel required up to 50% to support partner and business needs.

Additional Information

This role is designated as hybrid, requiring the employee to divide time between remote work and at least two days per week in-office presence. Job designation may be subject to change based on business needs and applicable laws.

Candidate Qualifications

• Minimum 5 years' experience in partner management, channel sales, or sales enablement roles.
• Proven experience engaging with partner ecosystems comprising Distributors, Resellers, System Integrators, and ISVs.
• Ability to collaborate efficiently with cross-functional teams in fast-paced environments.
• Preferably experience in the technology sector.
• Excellent interpersonal, communication, and relationship management skills.
• Strategic mindset focused on driving results and value through partnerships.

Work Culture and Inclusion

Docusign is dedicated to fostering a trustworthy, equitable, and supportive workplace where all employees have equal opportunities to thrive and contribute impactful work. The company promotes open dialogue, integrity, and community engagement to create a positive impact globally.

Accommodation and Support

Docusign provides reasonable accommodations for qualified candidates with disabilities or religious needs during the application process. Support is also available for technical difficulties or concerns encountered during application submission.