Partner Account Manager

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 Partner Account Manager (PAM) for Salesforce drives Docusign’s strategic alliance mission with Salesforce Japan through high-impact business development initiatives. The primary objective is to build a deep, collaborative relationship with Salesforce Japan to co-sell and integrate Docusign solutions within their core offerings. A successful PAM focuses on formulating go-to-market strategies and robust pipeline generation to architect "Win-Win" scenarios that accelerate growth for both companies. This role requires high strategic autonomy, acting as a lead Business Architect to independently construct value propositions that align with Salesforce’s internal incentives. Ultimately, it is a sophisticated position demanding a deep understanding of various Salesforce product lines and their specific sales targets to drive large-scale deal creation. This position is an individual contributor role reporting to the Senior Director, Alliance Partnership Japan.

Manage the strategic relationship with Salesforce Japan directly, aligning Docusign’s value proposition with Salesforce’s business objectives and sales motions Architect "Docusign + Salesforce" value propositions designed to help Salesforce AEs sell more or higher-tier licenses, independently Take full ownership of this scenario construction without relying on AE-led initiatives Drive the creation of high-value sales opportunities by working closely with Salesforce Japan sales teams and Account Executives (AEs) Understand the target achievement processes of Salesforce’s various product divisions (Sales, Service, Revenue Cloud, etc.) and execute GTM plans that embed Docusign as a key component of their success Be responsible for pipeline generation and co-sell revenue targets derived from the Salesforce ecosystem Lead Quarterly Business Reviews (QBRs) and executive meetings between Docusign and Salesforce Japan leadership Educate and evangelize Salesforce sales teams, focusing not on technical features but on how proposing Docusign accelerates their own quota attainment 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 Deep experience and proven track record within the Salesforce ecosystem (e.g., experience working at Salesforce or managing Salesforce alliances for an IT/SaaS company) Strong understanding of Salesforce’s GTM influence models, co-sell programs (AppExchange), and the broader Salesforce partner landscape in Japan Proven ability to develop partner ecosystem strategies in targeted verticals (e.g., Manufacturing, Financial Services, Professional Services) Ability to travel as required (up to 25%) Preferred Ability to understand the challenges faced by Salesforce AEs/RVPs and independently