Vice President, Partners - San Francisco, California, United States

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 u ...

Job description

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 Vice President, Partners and Ecosystem - Americas will drive the partner mission across our core partners and target segments and markets across the Enterprise and commercial space, Canada and Latin America, bringing the strength of the ecosystem to Docusign's go-to-market motions.

Docusign is seeking a seasoned Vice President, Partners and Ecosystem to serve as a key member and change agent at scale within the regional go-to-market organization. With ~25% of Docusign's business being conducted through the channel and set to grow over the coming years, this individual will serve a pivotal role as part of a high-growth, world-class organization, focused on transforming GSIs, ISVs, CSP's, Resellers, and Ecosystems to accelerate net new customer acquisition and customer expansion across the business. A successful candidate will have a proven track record of working in global/regional, multi-cultural teams. In an environment where Docusign is ready to pursue their next phase of growth, the Vice President, Partners and Ecosystem will help to continue to drive and evolve a 'partner engaged' mindset across the Americas to help achieve significant revenue growth while improving operational leverage.

This seasoned leader will lead a team that develops and drives Resell, both Global and Regional System Integrators, ISV GTM and distribution ecosystem strategy for the Americas, expanding the reach of global partners, while also establishing critical local partnerships to bolster Docusign's growth and success. This individual will - guide the cultivation of both regional and global partnerships that support the product success and sales goals. Our ISV strategy - includes key alliances with Salesforce, SAP, Microsoft, and several other -strategic integration and embed partners.

The ideal leader will bring foundational experience not only in building and scaling complex partner ecosystems with both referral and resale motions but also in broader business development, adoption and customer success. This person must have the agility to lead through transformation, adapt to changing market conditions, and build for the future. They will operate with a builder's mindset—comfortable in an environment where strategy is still evolving.

This is a high-influence role that requires shaping external organizations, driving alignment without authority, and securing commitment from partners on high-impact strategic initiatives. A proven ability to influence major decisions and build trust across multiple stakeholders—internally and externally—is essential. The right candidate brings a growth mindset, thrives in ambiguity, and can transform vision into execution with speed and precision.

Finally, this leader will collaborate closely with executive leadership in Sales, Marketing, Customer Success, Product and Enablement to drive vision and strategy for the Partner Ecosystem in the Americas, leveraging global missions leveraged from US headquarters to ensure the success of partners across the region.

This position is a people manager role reporting to the Group Vice President, Global Partners and Alliances.

Responsibility

• Manage the team of SI, Reseller and ISV partner account managers in North America with Government and Latin America teams reporting into this role
• Leverage global partner strategy to develop and implement Americas partner vision and strategy in conjunction with Americas Sales, Marketing and Product leadership
• Translate global partner objectives into Americas-specific GTM strategy, including allocation of resources and execution plans coordinated with teams in the region
• Create and deliver against quarterly revenue and demand generation targets
• Drive quarterly business reviews between partners and sales counterparts
• Drive the monetization of ISVs and associated G/RSIs critical to the Americas business
• Review and elevate your team's results; in doing so, inspire and showcase the impact and potential of the Docusign Partner Ecosystem
• Represent Docusign with partner press, and through partner events
• Travel as necessary, typically 25%+

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
• 15+ years of relevant experience
• 5+ years of experience leading and managing B2B technology partner ecosystem team(s)
• Experience leading a multi-member, matrixed organization
• Demonstrated affinity for sales and marketing
• Understanding and leverage of go-to-market influence models available to drive partner engagement and participation in corporate marketing programs

Preferred

• Proven track record of excellence in personal partner development history
• Highly developed communications skills, one-on-one and in public-speaking
• MBA
• Technical undergraduate degree
• 10+ years leading partner ecosystem teams
• Specific experience in the SaaS space
• Demonstrable experience serving customers in Enterprise, Mid-Market, and SMB
• Past experience developing specific partner ecosystem strategies in targeted verticals such as Financial Services, Health Care, Life Sciences, etc.
• Versed in business throughout Americas, with multi-vendor deal experience spanning the many countries and varying business models across the region
• Proven track record of leading large teams in the consistent achievement of growth targets and other Key Performance Indicators across broad segments and markets over a sustained period

Wage Transparency

Pay for this position is based on a number of factors including geographic location and may vary depending on job-related knowledge, skills, and experience.

Based on applicable legislation, the below details pay ranges in the following locations:

California: $279, $405,525.00 base salary

Washington, Maryland, New Jersey and New York (including NYC metro area): $272, $394,500.00 base salary

This role is also eligible for the following:

• Bonus: Sales personnel are eligible for variable incentive pay dependent on their achievement of pre-established sales goals. Non-Sales roles are eligible for a company bonus plan, which is calculated as a percentage of eligible wages and dependent on company performance.
• Stock: This role is eligible to receive Restricted Stock Units (RSUs).

Global benefits provide options for the following:

• Paid Time Off: earned time off, as well as paid company holidays based on region
• Paid Parental Leave: take up to six months off with your child after birth, adoption or foster care placement
• Full Health Benefits Plans: options for 100% employer paid and minimum employee contribution health plans from day one of employment
• Retirement Plans: select retirement and pension programs with potential for employer contributions
• Learning and Development: options for coaching, online courses and education reimbursements
• Compassionate Care Leave: paid time off following the loss of a loved one and other life-changing events

Work Authorization Notice: Please note that we do not provide visa sponsorship or immigration support for this position. Applicants must already be authorized to work in the United States on a full-time, permanent basis without the need for current or future sponsorship.

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

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

Applicant and Candidate Privacy Notice

States Not Eligible for Employment

This position is not eligible for employment in the following states: Alaska, Hawaii, Maine, Mississippi, North Dakota, South Dakota, Vermont, West Virginia and Wyoming.

EEO Statement

It's important to us that we build a talented team that is as diverse as our customers and where all employees feel a deep sense of belonging and thrive. We encourage great talent who bring a range of perspectives to apply for our open positions. Docusign is an Equal Opportunity Employer and makes hiring decisions based on experience, skill, aptitude and a can-do approach. We will not discriminate based on 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, or any other legally protected category.

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