Alliance Manager, Sap

Company Overview

DocuSign helps organizations connect and automate how they agree. Our flagship product, eSignature, is the world’s #1 way to sign electronically on practically any device, from virtually anywhere, at any time. Today, more than a million customers and a billion users in over 180 countries use DocuSign to accelerate the process of doing business and simplify people’s lives.

What you'll do

The Alliance Manager for SAP will have the responsibility for the development of and execution of our GTM plan with our strategic ISV partner - SAP, 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 Alliance Manager will have a strong Co Sell experience and knowledge to effectively increase co-selling in ANZ.  This should result in securing a sufficient flow of qualified partner opportunities for DocuSign both ways. The Alliance Manager will collaborate closely with executive leadership in Sales, Marketing, Customer Success, Renewal Managers, Product and Enablement to align vision, strategy and execution of partnership plan.

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

Responsibility

• Manage the partner relationship with SAP cirectly in ANZ to drive Solex and Endorsed revenue growth
• Drive alignment with global partner process and governance structure
• Input into global programmes ensuring they are tailored to meet the needs of the ANZ market
• Establish and build relationships with the SAP leadership team to align go to market strategy
• Provide introductions between SAP and Docusign sellers actively
• Collaborate and coordinate with SAP’s Country marketing teams to develop marketing initiatives
• Engage SAP resellers and implementation partners to generate and develop opportunities
• Evaluate performance based on quantitative metrics; provide health, capability and capacity analysis to internal stakeholders
• Drive quarterly business reviews
• Perform Adhoc duties as directed by Management

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
• 10+ year relevant experience

Preferred 

• Significant experience and proven track record in working with SAP
• Previous experience developing specific partner ecosystem strategies in targeted verticals such as financial services, health care, manufacturing, professional services, etc
• Understanding and leverage of GTM influence models available to drive partner engagement and participation in corporate marketing programs
• Professional, accessible and adaptable to changing business needs, and must work well in a team environment
• Excellent written and verbal communication skills, including demonstrated ability to present clearly and concisely
• Ability to build relationships and quickly develop trust with Senior stakeholders
• Strong analytical and organisational skills, including ability to multi-task effectively
• Strong negotiation and conflict resolution skills
• Proven ability to work creatively and analytically in a problem-solving capacity
• Ability to travel as required (up to 25%)

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 provides reasonable accommodations for qualified individuals with disabilities in job application procedures. If you need such an accommodation, including an accommodation to properly use our online system, you may contact us at **************@docusign.com.  

If you experience any technical difficulties or issues during the application process, or with our interview tools, please get in touch with us at *****@docusign.com for assistance.

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