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Director, Enterprise Solution Engineering

Company: DocuSign
Location: Jacksonville
Posted on: September 13, 2020

Job Description:

Sales & Business Development | US Remote - Jacksonville, Florida Transform the way companies do business and help them achieve their goals.

Director, Enterprise Solution Engineering

Sales & Business Development | US Remote

Our agreement with employees

DocuSign is committed to building trust and making the world more agree-able 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. And for that, you’ll be loved by us, our customers, and the world in which we live.

The team

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 types of agreements. Our team’s partner with some of the largest most innovative companies in the world in dozens of industries to bring the power of DocuSign to more customers. Whether you are selling to a small business or a large enterprise, you will apply your extensive knowledge of our solutions, and leverage our strategic partnerships to help our customers grow their top and bottom line.

This position

The Director of Enterprise Solution Engineering is responsible for managing a team of Solution Architects (individual contributors) who support our field sales teams. This team discovers and understands customer business challenges, complex processes, and architectural landscapes in order to build world-class integrated solutions leveraging DocuSign’s platform and suite of products. Through engaging stories and custom-built demonstrations, SAs illustrate the value and benefits of modernizing a prospect’s System of Agreement through DocuSign’s Agreement Cloud offerings. The Director is accountable for coaching and developing these individual contributors, helping them to drive adoption/usage with customers and prospects in collaboration with internal teams and the broader DocuSign partner ecosystem.

This position reports to the Director of Solution Architects.

Responsibilities

Daily management of CLM and AI/Intelligent Insights Specialist teams

Lead cross-functional team of CLM experts (SAs, AEs, SEs, Product and Product Marketing) dedicated to reviewing our top CLM deals (Wins/Losses) and refining prescriptive playbooks and readouts

Creation of competitive playbooks for DocuSign Agreement Cloud for technical sales

CLM evangelist at company and industry events

Office hours in partnership with Sales Enablement that could be used to discuss new releases, features, competitive intelligence and current trends in CLM.

Drive collaboration with the field sales teams to aid in cultivating and securing net-new business with specific focus on DocuSign Agreement Cloud selling motions for CLM and AI/Intelligent Insights products

Empower team to uncover, comprehend, and document complex business challenges, processes, and enterprise architecture

Coach team to develop technical credibility and build confidence in recommended solutions leveraging product expertise, custom product demonstrations, business insights, business process diagrams, product roadmap presentations, and driving technical discussion

Ensure the team effectively leverages sales tools & systems consistently & in accordance with Rules of Engagement

Communicate & prioritize product and business needs from the field to appropriate internal teams including Product Development, Product Marketing, Sales Enablement, Support, Professional Services, and others

Continually assess team operations and make adjustments or policy recommendations to drive team efficiency and collaboration

Maintain and protect DocuSign core values by hiring culturally aligned team members and leading by example

Identify & support opportunities for training and professional development of team

Basic Qualifications

5+ years of people management experience within software sales

8+ years experience in a technical Pre-Sales role selling enterprise level software

2+ years experience selling contract life-cycle management solutions

Preferred Qualifications

10+ years experience in a technical Pre-Sales role selling enterprise level software with at least 8 years managing teams

Proven success in selling CLM solutions and leading teams that sell CLM products

BA/BS in a business or a technical related field of study from an accredited college or university Track record of building, coaching and enabling a rapidly growing team

Proven experience working with employees at all levels of an organization

Familiarity with Enterprise-class software systems such as ERP, CRM, and ECM

Proven experience with software system configuration and integration extremely helpful but not required

Familiarity w/ system integration methods such as web services, SOAP APIs, and REST APIs

Familiarity with electronic signature concepts a plus

Strong verbal and written communication skills, attention to detail

Willingness to travel 25% or more as needed

About Us

DocuSign® helps organizations connect and automate how they prepare, sign, act on, and manage agreements. As part of the DocuSign Agreement Cloud, DocuSign offers eSignature: the world's #1 way to sign electronically on practically any device, from almost anywhere, at any time. Today, hundreds of thousands of customers and hundreds of millions of users in over 180 countries use DocuSign to accelerate the process of doing business and simplify people's lives. Plus, we save more trees together! And that’s a good thing.

DocuSign is an Equal Opportunity Employer. DocuSign is committed to building a diverse team of talented individuals who bring different perspectives to the business and who feel a sense of inclusion and belonging when they join our team. Individuals seeking employment at DocuSign are considered without regards to 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, citizenship status, or any other legally protected category.

U.S. Equal Opportunity Employment Information (Completion is voluntary) Individuals seeking employment at DocuSign are considered without regards to race, color, religion, national origin, age, sex, marital status, ancestry, physical or mental disability, veteran status, gender identity, or sexual orientation. You are being given the opportunity to provide the following information in order to help us comply with federal and state Equal Employment Opportunity/Affirmative Action record keeping, reporting, and other legal requirements.

Completion of the form is entirely voluntary . Whatever your decision, it will not be considered in the hiring process or thereafter. Any information that you do provide will be recorded and maintained in a confidential file.

Gender Are you Hispanic/Latino? Please identify your race Race & Ethnicity Definitions If you believe you belong to any of the categories of protected veterans listed below, please indicate by making the appropriate selection. As a government contractor subject to Vietnam Era Veterans Readjustment Assistance Act (VEVRAA), we request this information in order to measure the effectiveness of the outreach and positive recruitment efforts we undertake pursuant to VEVRAA. Classification of protected categories is as follows:

A "disabled veteran" is one of the following: a veteran of the U.S. military, ground, naval or air service who is entitled to compensation (or who but for the receipt of military retired pay would be entitled to compensation) under laws administered by the Secretary of Veterans Affairs; or a person who was discharged or released from active duty because of a service-connected disability.

A "recently separated veteran" means any veteran during the three-year period beginning on the date of such veteran's discharge or release from active duty in the U.S. military, ground, naval, or air service.

An "active duty wartime or campaign badge veteran" means a veteran who served on active duty in the U.S. military, ground, naval or air service during a war, or in a campaign or expedition for which a campaign badge has been authorized under the laws administered by the Department of Defense.

An "Armed forces service medal veteran" means a veteran who, while serving on active duty in the U.S. military, ground, naval or air service, participated in a United States military operation for which an Armed Forces service medal was awarded pursuant to Executive Order 12985.

Veteran Status Form CC-305

OMB Control Number 1250-0005

Expires 05/31/2023

Voluntary Self-Identification of Disability Why are you being asked to complete this form? We are a federal contractor or subcontractor required by law to provide equal employment opportunity to qualified people with disabilities. We are also required to measure our progress toward having at least 7% of our workforce be individuals with disabilities. To do this, we must ask applicants and employees if they have a disability or have ever had a disability. Because a person may become disabled at any time, we ask all of our employees to update their information at least every five years.

Identifying yourself as an individual with a disability is voluntary, and we hope that you will choose to do so. Your answer will be maintained confidentially and not be seen by selecting officials or anyone else involved in making personnel decisions. Completing the form will not negatively impact you in any way, regardless of whether you have self-identified in the past. For more information about this form or the equal employment obligations of federal contractors under Section 503 of the Rehabilitation Act, visit the U.S. Department of Labor’s Office of Federal Contract Compliance Programs (OFCCP) website at www.dol.gov/ofccp .

How do you know if you have a disability? You are considered to have a disability if you have a physical or mental impairment or medical condition that substantially limits a major life activity, or if you have a history or record of such an impairment or medical condition.

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Cancer

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Cerebral palsy

Deaf or hard of hearing

Depression or anxiety

Diabetes

Epilepsy

Gastrointestinal disorders, for example, Crohn's Disease, or irritable bowel syndrome

Intellectual disability

Missing limbs or partially missing limbs

Nervous system condition for example, migraine headaches, Parkinson’s disease, or Multiple sclerosis (MS)

Psychiatric condition, for example, bipolar disorder, schizophrenia, PTSD, or major depression

Disability Status 1 Section 503 of the Rehabilitation Act of 1973, as amended. For more information about this form or the equal employment obligations of Federal contractors, visit the U.S. Department of Labor's Office of Federal Contract Compliance Programs (OFCCP) website at www.dol.gov/ofccp .

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Keywords: DocuSign, Jacksonville , Director, Enterprise Solution Engineering, Other , Jacksonville, Florida

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