Lead Solution Consultant

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).

The Federal Lead Solution Consultant partners with the Federal presales Solution Consulting and field sales teams to discover and understand government agency challenges, complex processes, and architectural landscapes in order to build integrated solutions leveraging Docusign’s platform and suite of products. Through engaging stories and custom-built demonstrations, the SC illustrates the value and benefits of modernizing an agency’s System of Agreement via the Docusign Intelligent Agreement Management offering, with a strong emphasis on meeting stringent federal security and compliance standards. This position is an individual contributor role reporting to the Director, Solution Consulting.

Collaborate with the Federal Solutions Consulting and Field Sales teams to cultivate and secure net-new business within an assigned territory of US Federal agencies and targeted accounts Uncover, comprehend, and document complex business challenges, processes, and federal enterprise architecture Engage in meaningful business and technical conversations, sharing industry insights with key stakeholders from multiple divisions within federal organizations (Civilian, DoD, and/or Intelligence communities) Establish technical credibility and build confidence in recommended solutions leveraging your product expertise, custom product demonstrations, technical Q&A, business process diagrams, and product roadmap discussions Articulate selected recommendations, the business value they provide, and how they align with federal mandates to diverse audiences Work collaboratively with sales partners and other internal teams to navigate the federal procurement cycle and provide a world-class buying experience Understand the Contract Lifecycle Management space as it applies to public sector acquisition and operations Demo and sell based on value-selling methodologies defined by the company Job Designation Remote: Employee is not required to be in or near an office frequently and works from a designated remote work location for the majority of the time. 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 8+ years prior experience within a presales role selling SaaS solutions, with significant experience selling directly to US Federal Government customers BS/BA degree or equivalent in relevant work experience Experience navigating federal technical business documentation and procurement vehicles (e.g., federal RFPs, RFIs, SOWs) Must be a US Citizen (due to federal data access and compliance requirements) Preferred 10+ years prior presales experience within a Federal-focused SaaS offering, ideally cloud-based Deep understanding of federal security and compliance frameworks (e.g., FedRAMP, FISMA, NIST, DoD Impact Levels) Active US Government security clearance or the ability to obtain one Proven experience working with military or civilian government personnel at multiple levels of an organization Familiarity with Enterprise-class software systems commonly used