Manager, Majors Sales

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

Manager, Majors Sales - Japan, will lead a team of Majors Account Executives towards attainment of individual sales quotas. This sales leader must be able to empower, measure, monitor and hold the team accountable for monthly quota attainment as well as lead by example. This strategic leader collaborates with the AEs in opening doors and closing on new business – partnering on account calls, assisting in account health monitoring, and effectively maintaining strong account relationships while also reducing churn and growing new business. This leader is a mentor as well as a coach; and, is a true evangelist for the needs of the business. 

This position is a people manager role reporting to the AVP of Enterprise Business Unit, Japan.

Responsibility

• Manage an Majors field sales team daily – goal is to grow overall revenue of the Docusign product offering through attainment of monthly quotas
• Assess sales pipeline, activity and forecasts to determine sales progress and areas for refinement or improvement
• Coach Major AEs through the development of key enterprise level sales skills, including vertical market management, forecasting and sales planning, prospecting and pipelining within account base, complex deal negotiations, cross-functional support both internally and externally, as well as CRM and reporting accuracy including performance management, creating a bench of qualified talent, and growing the team headcount as needed
• Develop proven and new strategies with AEs to further penetrate strategic accounts and reinforce process and steps designed to deliver value at enterprise scale to Docusign customers
• Maintain positive and proactive line of communication between the lines of business as well as senior leadership includes developing and delivering accurate forecast and attainment details during weekly and quarterly business reviews
• Identify and support opportunities for training as well as career diversification and growth across the team
• Operate well in a fast-paced, dynamic environment without requiring significant supervision and think creatively and independently to resolve conflict as well as solve problems

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

• BS/BA degree or relevant tertiary qualification
• 5+ years of sales team management experience, specifically within software sales
• 12+ years of direct enterprise level sales experience in a quota-carrying software sales role
• Proficient computer application skills, including Salesforce.com, Microsoft Word, PowerPoint and Excel
• Native-level Japanese
• Intermediate level English

Preferred

• Quota-attainment record of meeting and exceeding targets by managing process for identifying, qualifying, and closing new business as well as and not limited to growing an existing install base
• Prior experience developing and maintaining business, sales and vertical market plans as well as negotiating and closing complex deal
• Track record of building, coaching and enabling a rapidly growing team
• Prior experience selling an eSignature or Agreement or Document solution
• Experience selling into a variety of industries and territories as well as experience cultivating larger, strategic relationships key
• Capacity to work on cross-functional projects and teams as needed as well as leverage internal resources to problem-solve
• Strong verbal and written communication skills – includes excellent reporting and forecasting skills
• Willingness to travel 40% or more as needed

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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