Channel Account Manager

Company Overview

Docusign brings agreements to life. More than 1.8 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 the Docusign AI-native IAM 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 Channel Account Manager serves as the primary point of contact for partners-including Distributors, Resellers, System Integrators and Independent Software Vendors (ISVS)-within a designated region or territory. This role will own and expand high-impact partnerships, shaping channel strategies that accelerate revenue, strengthen partner relationships, and expand our footprint in the market. This position will manage key reseller relationships, but also design and execute scalable go-to-market strategies, influence regional partner recruitment, and enable joint business planning. You will work cross-functionally with senior stakeholders across Sales, Marketing, and Enablement to maximize partner productivity and deliver measurable business outcomes. This role is responsible for enabling and supporting the sales organization by facilitating effective partner engagement.

This position is an individual contributor role reporting to the Director, Channel Resell.

Responsibility

• Manage the resell ecosystem
• Own and drive executive-level relationships with key resell partners, ensuring joint success and measurable revenue growth
• Define and lead regional resell partner strategy, including recruitment, enablement, and performance management
• Build joint go-to-market plans with top resellers, ensuring alignment to Docusign's priorities and achievement of revenue targets
• Partner with Marketing and Enablement to design and execute scalable demand generation campaigns, partner training, and certification programs
• Guide and influence partner sales teams to accelerate pipeline creation, improve conversion rates, and close high-value deals
• Serve as a trusted advisor to partners by influencing product positioning, value messaging, competitive differentiation, and deal strategy
• Act as the main liaison between the company and regional partners, including System Integrators and ISVs
• Collaborate closely with internal sales teams to identify opportunities for partner involvement in customer deals
• Facilitate partner engagement throughout the sales cycle, ensuring partners are effectively integrated into relevant opportunities
• Drive co-sell motions and channel business with partners to maximize joint value
• Support account mapping with top partners in the region and provide recommendations for best-fit partners for specific opportunities
• Support sales teams with partner-related resources, expertise, and guidance to maximize deal success
• Maintain strong, ongoing relationships with partners to ensure alignment on business goals and strategies
• Collaborate with Partner Alliance Managers to align on partner strategies, share insights, and drive coordinated engagement efforts in region/territory
• Provide accurate business forecasting, pipeline insights, and quarterly reviews for leadership visibility
• Travel as required (up to 50%)

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.

Basic

• 5+ years of experience in partner management, channel sales, or sales enablement
• Experience with the partner ecosystem, including Distributors, resellers, System Integrators and ISVs
• Experience working effectively with cross-functional teams in a dynamic environment

Preferred

• Experience within the technology sector
• Excellent communication, collaboration, and relationship-building skills
• Strategic thinker with a focus on driving results through partnership

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 accommodations@docusign.com.

If you experience any issues, concerns, or technical difficulties during the application process please get in touch with our Talent organization at taops@docusign.com for assistance.

AI in Our Hiring ProcessAt Docusign, we embrace technology to enhance efficiency and create a better candidate experience. We may record or transcribe interviews using enterprise AI tools to assist with meeting notes and interview documentation so our teams can stay fully engaged in the conversation. All hiring decisions remain 100% human-led. You have the right to opt out at any time by notifying your recruiter or interview team, with zero impact on your candidacy.We encourage using AI tools to research and prepare beforehand. However, to ensure an authentic evaluation, live AI assistance or external recording bots during interviews are not permitted.

Applicant and Candidate Privacy Notice