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Enterprise Account Manager - Public Sector

Company: DocuSign
Location: San Francisco
Posted on: May 19, 2019

Job Description:

Enterprise Account Manager (EAM) Public Sector
Sales, Business Development & Account Management - San Francisco, CA or Seattle, Washington

Change the way customers and partners live and do business while helping them grow their top and bottom-line with our transformative technology.

Position Summary

The Enterprise Account Manager (EAM) for Public Sector is a high impact position combining equal parts relationship management and customer satisfaction. The ideal candidate brings a proven record of success in a SaaS technology company where they have helped drive customer adoption, had responsibility for revenue retention, and, demonstrated an ability to drive growth within the assigned accounts. This person will work best in a dynamic, fast-paced, technology-driven environment and effectively manage a high volume of accounts.

This position is an Individual Contributor and reports to a Senior Director of Account Management.


Deliver programmatic engagement with existing Public Sector DocuSign customers to develop and maintain extraordinary relationships that ensure customer satisfaction and retention while helping to grow DocuSign s incremental revenue. Through those interactions this individual will accomplish the following:

* Drive adoption of existing Public Sector customers

* Effectively renew all assigned Public Sector accounts with favorable terms and conditions

* Qualify sales opportunities based on DocuSign s sales methodology and metrics, to include customer fit and success criteria

* Position DocuSign's value proposition as part of the overall business solution, linking these benefits back to the key business issues of the customers

* Expand the DocuSign solution beyond the functionality introduced during implementation process and consistently seek new business opportunities by presenting, recommending, and upselling new DocuSign products, services and partner solutions.

* Process sales orders and facilitate customer onboarding

* Manage customer needs for engagement with other DocuSign resources, such as professional services, training, product management and marketing

* Enlist customers to participate and/or speak at DocuSign and partner events

* Provide accurate, timely reports, and forecasts, as needed, for management

* Team with Account Executives to ensure qualified upsell is maximized and new customer transition smooth

* Develop and maintain sophisticated knowledge of DocuSign s products and services

* Maintain current and accurate account information, as well as leads and follow-ups for assigned customers in CRM database

* Assist in identifying and developing scalable account management tools and methodologies that can be applied across the Account Management team

* Manage overall customer loyalty, serving as internal advocate and escalation point to customers.

Basic Qualifications

* 3-5 years of experience in Public Sector account management, consultative sales and/or business consulting, preferably within a SaaS model. This includes experience supporting Federal Civilian, Defense or Aerospace customers

* Proven track record meeting/exceeding individual sales targets and quotas

* Ability to manage large volume of concurrent customer relationships

* Ability to identify, critique, suggest, and implement intelligent changes to the customers' business optimization processes

* Ability to anticipate change and adjust priorities accordingly

* Ability to work as a team, as well as independently

* Strong reporting and computer skills, including experience using salesforce automation tools (preferably, Microsoft Word, PowerPoint and Excel

* Experience using web presentation tools such as WebEx, GoTo Meeting, etc.

* Impeccable business ethics with polished and professional sales presentation skills

* Excellent verbal and written communications skills to be able to interact effectively at all levels of an organization

* Willingness and ability to travel as necessary

* BS/BA degree required

Preferred Qualifications

* 5+ years of experience managing Public Sector customers within an enterprise level Cloud-based environment

* Knowledge of Public Sector software sales cycles and procurement process ideal, including an understanding of GSAs and Federal System Integrator ecosystems

* Services/Consulting delivery experience a big plus, knowledge as to how software is deployed into the Federal market

Sales & Business Development @ DocuSign

Our technology is transforming the way our customers live their lives and do business. Our Sales team is collaborating with customers across the globe to help them leverage our technology to change the way they do business. Our Business Development team is partnering with some of the largest most innovative companies in the world and in their industries to bring the power of DocuSign to more customers. Whether you are selling to an individual or a large enterprise, you will apply your extensive knowledge of our product and strategic partnerships to help our customers grow their top and bottom line.

About DocuSign

DocuSign is changing how business gets done by empowering hundreds of thousands of customers and tens of millions of users in most countries around the world to sign, send and manage documents anytime, anywhere, on any device with confidence. DocuSign replaces printing, faxing, scanning and overnighting documents with the easiest, fastest, most trusted way to make every approval and decision digital. Organizations of all sizes and industries are accelerating contracts, approvals and workflows with DocuSign's Digital Transaction Management (DTM) platform and eSignature solution. DocuSign keeps life and business moving forward.

DocuSign is an Equal Opportunity Employer. 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..

Keywords: DocuSign, San Francisco , Enterprise Account Manager - Public Sector, Executive , San Francisco, California

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