Partner Account Manager
DocuSign
Sales & Business Development
Tokyo, Japan
Partner Account Manager
- Location
- JP-Tokyo-Tokyo
- 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 Partner Account Manager (PAM) for Salesforce drives Docusign’s strategic alliance mission with Salesforce Japan through high-impact business development initiatives. The primary objective is to build a deep, collaborative relationship with Salesforce Japan to co-sell and integrate Docusign solutions within their core offerings. A successful PAM focuses on formulating go-to-market strategies and robust pipeline generation to architect "Win-Win" scenarios that accelerate growth for both companies. This role requires high strategic autonomy, acting as a lead Business Architect to independently construct value propositions that align with Salesforce’s internal incentives. Ultimately, it is a sophisticated position demanding a deep understanding of various Salesforce product lines and their specific sales targets to drive large-scale deal creation.
This position is an individual contributor role reporting to the Senior Director, Alliance Partnership Japan.
Responsibility
Manage the strategic relationship with Salesforce Japan directly, aligning Docusign’s value proposition with Salesforce’s business objectives and sales motions
Architect "Docusign + Salesforce" value propositions designed to help Salesforce AEs sell more or higher-tier licenses, independently
Take full ownership of this scenario construction without relying on AE-led initiatives
Drive the creation of high-value sales opportunities by working closely with Salesforce Japan sales teams and Account Executives (AEs)
Understand the target achievement processes of Salesforce’s various product divisions (Sales, Service, Revenue Cloud, etc.) and execute GTM plans that embed Docusign as a key component of their success
Be responsible for pipeline generation and co-sell revenue targets derived from the Salesforce ecosystem
Lead Quarterly Business Reviews (QBRs) and executive meetings between Docusign and Salesforce Japan leadership
Educate and evangelize Salesforce sales teams, focusing not on technical features but on how proposing Docusign accelerates their own quota attainment
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
Basic
BA/BS degree or equivalent work experience
Deep experience and proven track record within the Salesforce ecosystem (e.g., experience working at Salesforce or managing Salesforce alliances for an IT/SaaS company)
Strong understanding of Salesforce’s GTM influence models, co-sell programs (AppExchange), and the broader Salesforce partner landscape in Japan
Proven ability to develop partner ecosystem strategies in targeted verticals (e.g., Manufacturing, Financial Services, Professional Services)
Ability to travel as required (up to 25%)
Preferred
Ability to understand the challenges faced by Salesforce AEs/RVPs and independently construct ROI-based business cases that align with their incentives
Significant experience in SaaS Sales, Partner Alliances, or Channel Sales with a focus on enterprise-grade integrations and Value Engineering
Deep knowledge of the Salesforce platform (CRM, Service, CPQ, Industries, etc.) and how these functions generate value within a customer’s business process
Excellent ability to develop trust with C-level stakeholders and Salesforce Regional Sales Managers, with strong skills in navigating multi-stakeholder projects and conflict resolution
A focus on achieving ambitious growth goals in a fast-paced environment, with the ability to pave one’s own path in high-difficulty scenarios
Professional proficiency in both Japanese and English (written and verbal)
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.