Senior Partner Account Manager ANZ - Microsoft

Job Description

Senior Partner Account Manager ANZ - Microsoft
Sales & Business Development | Sydney or Melbourne

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 Senior Partner Account Manager ANZ will have the responsibility for the development of and execution of our Microsoft ANZ partnership, including but not limited to on boarding, enablement, training, GTM joint planning, hunting related SI partnerships and overall is designed to drive field engagement and co-selling. Through field collaboration the Snr partner account manager will have strong Microsoft IP Co Sell experience and knowledge and will leverage the microsoft partner programs to effectively increase co-selling in ANZ. This should result in securing a sufficient flow of qualified partner opportunities for DocuSign both ways. This role may also cover one other Tier one ISV partnership, SAP or Salesforce and (portfolio will be determined with the successful candidate).

In addition you will work closely with the PAM, PDR and ISV Director team members along with the cross function partner teams, SI and Resell.

Reporting into the APJ Head of Partner Ecosystem ISV, you will be a self-starter, sales hunter by nature, experienced with driving partner field engagement to create co-selling motions together with clearly defined growth metrics and a plan to execute against this.

Responsibilities

• Grow the sales qualified opportunities through referral and co-selling with the focused ISV portfolio in ANZ driving an increase in SKU sales for Microsoft regardless of transaction route.
• Identify and recruit new related SI partners in collaboration with the PDR resources.
• Grow revenue. partner certifications and joint industry expertise and solutions.
• Maintain pipeline and dashboards that communicates to all stakeholders the effectiveness of programs and investments for the related ANZ ISV partnerships in portfolio
• Conduct a regular cadence of reviews of the performance of Microsoft and the allocated ISV partnerships, both internally and with the partners.
• Ensure effective internal & external communication and coordination of partner field engagement, program strategy & execution results.
• Drive field engagement, sales and technical enablement to generate qualified opportunities
• Leverage sales marketing materials to support the ISV business growth as well as work with sales enablement team to train DocuSign sellers and related partners
• Work with the Partner team in ANZ to help contribute to and foster a One Team ethos
• Build strong professional relationships with account executives within DocuSign’s partner ecosystem and within the partner organization.
• Drive sales assist and co selling motions thru effective field engagement
• Efficiently use technologies such as Salesforce, Outreach, and LinkedIn to research accounts, identify key contacts, and prospect to prospective customers
• Grow field engagement
• Drive deals closure, and help DocuSign Account Executives close their co-selling deals.
• Follow sales and partner protocols and partner contractual requirements
• Account mapping and planning to elevant co selling
• Relationship mapping
• Facilitate executive briefings for Tier one or priority partners in portfolio
• Drive Cross sell and upsell campaigns with the dedicated ISV partners to increase GNMRR deal value

Basic Qualifications

• Sales background and field engagement negotiation skills
• Strong networker, a natural relationship builder, with exceptional communication and influencing skills.
• Capable of networking across the company to build and manage relationships
• You possess good analytical and problem-solving skills and a quantitative approach to solving problems.
• Proactive, creative thinker, you are capable of generating new ideas for driving and supporting field engagement GTM activities
• Good verbal and written communication skills.
• Self-motivated, organized, detail-oriented, and resourceful.
• Experience with CRM systems and other sales tools
• A sales hunter by nature and experience with Cloud solutions
• 2+ years experience selling with, to, through or for Microsoft in a past partner role
• In Depth understanding of the IP Co Sell and ISV connect Microsoft partner programs and how to best leverage

Preferred Qualifications

• 5+ years experience in direct sales or a partner account manager role
• Bachelor’s degree qualified
• Demonstrated capabilities to leverage cross functional support, Marketing, Operations, Engineering, sales
• Willingness and ability to travel as necessary, typical about 10%
• Solid planning and analytical capability to drive co selling
• Highly engaging to develop strong field engagement relationships
• Proficiency in Google tools and Salesforce.com

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.

Accommodations
DocuSign provides reasonable accommodations for qualified individuals with disabilities in job application procedures, including if you have any difficulty using our online system. If you need such an accommodation, you may contact us at [email protected].

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