Job posting at Our sales organization delivers a unique customer experience. We think of the business as a whole. We work together to sell strategic solutions.
DocuSign is the leader in e-Signature solutions. Client Services Executives are responsible for bringing DocuSign’s best ideas, innovations, and capabilities to a named account base and driving greater business value through expert level product knowledge and project management skills to support and drive success in the named account base. The goal of the Client Service Executive is to educate and train clients on the DocuSign solution, jointly develop and manage short and long-range implementation plans, renew long-term customer agreements, and sell our full line of e-Signature solutions and services within a named account base. The Client Services Executive drives sales revenue by building relationships with key players in their accounts; penetrating the account at all levels and all subsidiaries; becoming a trusted advisor on e-Signature solutions to meet the needs of their accounts; and maintaining an on-going account strategy for selling DocuSign solutions. The Client Services Executive plays an instrumental part of the overall success of the sales team.
The Client Services Executive is responsible to fully understand the named account’s document process, their current challenges and ongoing product requirements; and articulating the value of our e-Signature solutions through a customized solution demonstration. The Client Services Executive should be an asset to their named accounts by helping to streamline their document signing processes. The position requires significant time in our corporate headquarters, as well as time in face-to-face client and prospect calls.
Essential Job Functions:
- Achieves quota
- Complete understanding of DocuSign solutions
- Develops corporate contacts and cultivates relationships at all levels within named accounts that enhance DocuSign’s position, which leads to incremental business within the designated account
- Develops a trusted advisor relationship with customer executive sponsors such that all DocuSign activities are closely aligned with the customer’s business case and business strategy, allowing the full potential of their DocuSign solution to be realized
- Establish a Project Plan that can track all implementation and post-implementation adoption activities such that the overall success of the customer’s e-Signature initiative can be closely monitored including visibility to the executive sponsors
- Oversee the customer’s DocuSign implementation such that the phased roll-out of functionality, training and development of best practices continually drive incremental value and return on the customer’s investment
- Develop a standardized Account Implementation process (“The First 30 Days”) that includes at a minimum: technical requirements, training requirements, key decision makers, and a plan to accelerate envelope adoption within the account
- Maintains regular contact with account base, and increases revenue from positioning and demonstrating new and existing products, preparing appropriate ROIs, and closing the sale
- Ensure Account Implementation plans, including ramp up of envelope usage, are met or exceeded for all new customers and use-cases within existing customers. Determine the critical path to success and potential challenges that may inhibit success, including plans for addressing challenges, for each account
- Serve as a customer advocate in driving industry best practices and the evolution of DocuSign product and platform functionality integral to the customer’s success
- Facilitate the development of a vertical industry community of like DocuSign customers, routinely sharing best practices and leveraging lessons learned
- Compiles account information on organizational structure (parent and subsidiaries), buying process, document process, existing products/tools to produce a prospective business report identifying potential business activities necessary to expand our presence within assigned named accounts
- Uncover customer document process and needs in order to match customer needs and requirements to DocuSign solutions
- Develop and deliver customized demonstrations, by phone and face-to-face
- Managing complex sales-cycles and presenting to C-level executives the value of our suite of applications
- Forecast sales activity and revenue achievement in Salesforce.com, while creating satisfied and referenceable customers
- Prepares yearly and multiple year account plans for each account based on short, mid and long-range plans
- Generates, develops, manages, and communicates expectations within assigned accounts as well as increases scope of penetration within each account.
- Qualifies new opportunities and prospects, dimensions the size of opportunities and articulates probabilities of closure
- Fully understand and clearly articulate the benefits of DocuSign to all levels within assigned named accounts
- Manage time, including learning product functionality, qualifying prospects, customizing and giving demos, completing follow-up work, and writing and coordinating proposals.
- You will be expected to display initiative, self motivation and deliver high quality work while at the same time, meeting all deadlines for both internal and external customers
- Maintains broad knowledge of DocuSign products and their capabilities versus the strengths/weaknesses of competitive products
- Maintains close working relationship with DocuSign product personnel to know product futures and timing, as well as feedback concerns and requests from named accounts
- Maintains a 90%+ renewal rate
- Willing and able to travel occasionally
- Excellent verbal and written communication skills.
- Other duties as assigned.
- Be aware of, and comply with, all corporate policies
Candidate Qualifications:
Education, Experience & Training required:
- You must have a proven track record in the development and delivery of differentiated custom solutions and presentations to the F500, including technical concepts, to key decision makers to address their business issues and needs
- Above average technical knowledge
- Excellent Project Management Skills
- A proven track record in the development and delivery of differentiated custom solutions and presentations, including technical concepts, to key decision makers to address their business issues and needs
- 3-5 years e-Signature or at least 5+ years experience in a Corporate Account Executive or Strategic Account Manager sales role
- Proven track record of meeting quarterly and annual sales and profitability objectives for the previous 4 years
- BA/BS degree or equivalent work experience
- Strong customer references
- Strong presentation skills and credibility with C-level executives
- Excellent customer and communication and presentation skills
- Excellent Customer facing skills
- Resilience and resourcefulness when solving complex problems
- Ability to present proposals persuasively
- Excellent team skills.
Interaction:
This position is a customer-facing position. Ability to develop and maintain strong relationships with customers is required. Ability to understand customer requirements and our products and then combine and translate that information into increased customer success is critical.
This position operates in a team-oriented environment. As a result, the incumbent must build and maintain strong and effective working relationships internally with the sales, account management team, product management, customer support and product marketing.
Supervision
This is an individual contributor position.
Scope
The incumbent will have a direct impact on customer success thereby influencing revenue, customer loyalty and the ability to attract other customers within that vertical market space.
The incumbent works on problems of diverse scope requiring analysis of a situation and determining the best method to resolve the situation. Exercises discretion and judgment within generally defined practices and policies in selecting methods and techniques for obtaining solutions.
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