Enterprise Account Executive, CLM & IAM
DocuSign
Enterprise Account Executive, CLM & IAM
- Location
- BR-Remote
- Category
- Sales & Partnerships
- Position Type
- Regular
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
The Enterprise Platform Specialist is responsible for building Enterprise-level relationships, selling the full Docusign platform including the Contract Lifecycle Management (CLM) solution. This role will be a hybrid of acquiring net-new customers and driving further expansion within existing customers in an assigned set of strategic enterprise accounts. The ideal candidate will be curious by nature, a strategic hunter, and possess strong relationship-building skills.
This position is an individual contributor role reporting to the Regional Vice President, Enterprise, Global Specialist Organization for International Growth.
Responsibility
Drive success of the company’s Platform product goals and objectives through achieving individual sales quota
Cultivate relationships with ecosystem partners such as SAP, Salesforce and various Global and Regional System Integrators to drive pipeline generation
Qualify sales opportunities based on Docusign’s sales methodology and metrics, to include customer fit and success criteria
Identify, cultivate and close on net-new Platform business as well as helping identify upsell and cross sell opportunities within assigned accounts across multiple lines of business (e.g., IT, Procurement and Senior Management)
Leverage internal resources (e.g., Senior Executives, Presales, Professional Services, Legal) in Sales Campaigns
Work effective with your peers at Docusign’s key partners to deliver joint value propositions
Forecast sales activity and revenue achievements accurately through proper use of sales tools
Collaborate effectively and engage various pre- and post-sales resources including sales development representatives, market development representatives, solutions engineers, account managers, partner account managers, as well as legal, security, professional services and customer support
Travel as necessary, typically 25%
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
12+ years of Enterprise level SaaS sales experience within cloud-based technology
Experience managing and closing complex multi-solution specialty sales-cycles, including prior success in closing $1M+ deals and managing multiple large accounts
Experience with SaaS solutions that transform business processes. This includes key use cases and customer pain points
Multi-solution software sales experience in a quota-carrying role selling into Enterprise accounts - includes managing/closing complex sales-cycles with a proven track record meeting or exceeding sales quota
Preferred
Strong understanding of the Contract Lifecycle Management (CLM) space, including key use cases and customer pain points
Domain expertise within multiple industries. E.g., Financial Services and Insurance, Manufacturing, Automotives, Telco, Healthcare and Life Sciences in LATAM
Strong portfolio of C-Level contacts within Enterprise Accounts across a variety of accounts
Proven ability to add strategic value in joint selling motions
Confident managing complex RFPs
Proven experience operating in an overlay sales role, partnering effectively with Enterprise Account Executives.
Ability to clearly articulate how CLM and IAM solutions address operational inefficiencies
Familiarity with Google suite
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 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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