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

As a Channel Account Manager, you will focuse on growing reseller business in Japan and achieving quarterly revenue targets through new customers and upsells. The position involves direct collaboration with partners and internal teams to overcome obstacles and implement growth strategies. Responsibilities include designing partner recruitment, enablement, and go-to-market plans, using a test-and-learn approach in ambiguous situations. Strong business creation skills are needed to identify joint value propositions and explore co-selling models. While revenue contribution is the key metric, building scalable partner engagement and executing joint initiatives are crucial for consistent growth.

This is an individual contributor role reporting to the Senior Director - Alliance Partnership.

Responsibility

• Build and maintain relationships with reseller and distributor partners to drive new customer acquisition and upsell revenue
• Develop and execute partner recruitment, enablement, and GTM strategies to scale performance
• Plan and deliver partner-facing activities, such as training sessions, email campaigns, webinars, and joint events
• Drive opportunity pipeline generation and manage revenue forecasts through distributors
• Support partner sales teams in closing deals, and step in to lead opportunities directly when needed
• Identify and remove bottlenecks proactively by working with internal teams including Marketing, Sales, and Legal
• Foster alignment across departments to ensure successful partner execution and performance
  
  

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

• Bachelor’s degree
• 5+ years of channel or direct sales experience, preferably with software sales experience
• Proven ability to create business opportunities and provide value through strategic partnership proposals
• Basic English communication skills and a collaborative attitude
• 25% or more travel, depending on territory and region coverage
  
  

Preferred

• Strong goal-oriented mindset and the ability to communicate concisely and logically
• 2+ years of experience in a SaaS company, preferably in a Sales, Business Development, or Marketing role
• Experience in direct sales, including ownership of full sales cycles
• Proven ability to execute against strategic vision and deliver measurable results
• Self-motivated, driven, and proactive in addressing challenges
• Excellent written and verbal communication and time management skills
• Ability to thrive in a fast-paced, dynamic environment
• Team player who can collaborate effectively across departments and functions
• Ability to work independently, close deals, and proactively solve challenges
• Possesses a thoughtful, humble, and ethically driven approach to professional responsibilities
  
  

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 [email protected].

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

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