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Channel Account Manager



Sales & Business Development
Posted on Wednesday, May 8, 2024

Channel Account Manager

ID 2024-24428
Field Sales
Position Type

Company Overview

Docusign brings agreements to life. Over 1.5 million customers and more than a billion people in over 180 countries use Docusign solutions to accelerate the process of doing business and simplify people’s lives. With intelligent agreement management, Docusign unleashes business-critical data that is trapped inside of documents. Until now, these were disconnected from business systems of record, costing businesses time, money, and opportunity. Using Docusign’s Intelligent Agreement Management platform, companies can create, commit, and manage agreements with solutions created by the #1 company in e-signature and contract lifecycle management (CLM).

What you'll do

As a Channel Resell Manager, you will manage key channel reseller partners and distributor partners as a member of the APAC Channel team to drive significant partner sourced revenue for the region. You will be accountable for exceeding your quarterly revenue quota through net new business as well as from existing customer upsells. This role will be responsible for the recruitment and management of Distributors and channel resell partners in Singapore and Thailand. You will create and drive the strategy with the distributors to create programmatic partner recruitment, enablement as well as go to market strategies for 2nd tier partners. You will also be responsible for driving your managed partners in driving pipeline generation programs and performing GTM activities and helping your partner reps resell Docusign.

This position is an individual contributor role reporting to the APAC Head of Channels.


  • Own and drive relationships with channel reseller and distributor partners in Singapore and Thailand to generate significant resell revenue in the region through new customer acquisition and existing customers upsell
  • Develop partner recruitment, enablement, and GTM plan with distributors in Singapore and Thailand
  • Develop GTM plans with managed partners to achieve and exceed revenue targets
  • Complete GTM activities and lead cross functional teams on activities such as onsite training, email campaigns, remote training sessions, webinars, and events
  • Generate resell revenue and assist partner sales teams to close deals. Manage pipeline generation and revenue forecast reporting
  • Leverage existing relationships at partners to influence decision makers, increase focus, and accelerate engagement from partners
  • Assist partners with product positioning, configuration, demonstrations, sales strategy, and closing deals
  • Forge strong Docusign-internal relationships with key managers and support organizations in a dynamic and growing environment to ensure the right people and connected at the right time
  • Perform ad-hoc responsibilities as directed by the manager

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


  • Bachelor’s Degree in Business Management or its equivalent
  • 8+ years of channel or direct sales experience in a Channel Account Executive role or a quota-carrying equivalent role
  • Excellent Thai written and verbal communication skills
  • Be able to travel (25% or more) depending on territory/region coverage


  • 5 years of experience in a SaaS company, preferably in a Sales, Business Development or Marketing role
  • Transformative attitude with strong focus on execution
  • Hardworking, Initiative with a go-getter work attitude
  • Ability to work in a fast-paced changing environment
  • Great teammate who can collaborate across the org with various departments

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.


Docusign is committed to providing reasonable accommodations for qualified individuals with disabilities in our job application procedures. If you need such an accommodation, or a religious accommodation, during the application process, please contact us at [email protected].

If you experience any issues, concerns, or technical difficulties during the application process please get in touch with our Talent organization at [email protected] for assistance.

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