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 SAP will drive Docusign’s strategic alliance mission with SAP Japan. This role is focused on developing and executing high-impact business development initiatives centered on the SAP ecosystem to drive large-scale deal creation. The primary objective is to build and maintain a deep, collaborative relationship with SAP Japan (as an ISV partner) to co-sell and integrate Docusign solutions within SAP’s core offerings. A successful PAM will focus on go-to-market (GTM) strategy formulation, solution awareness, and robust pipeline generation, specifically targeting SAP SuccessFactors and SAP Ariba, with eventual expansion into SAP S/4HANA (ERP). The PAM will leverage extensive experience within the SAP ecosystem to navigate complex sales cycles and align vision across leadership in Sales, Marketing, and Product teams. This role requires close collaboration with internal GSI PAMs to ensure a multi-faceted and holistic approach to the market, ensuring that Docusign is the preferred agreement platform for all SAP-led digital transformations. This position is an individual contributor role reporting to the Senior Director, Alliance Partnership Japan.

Directly manage the strategic relationship with SAP Japan, aligning Docusign’s value proposition with SAP’s business objectives and sales motions Drive the creation of high-value sales opportunities by working closely with SAP Japan sales teams and account executives (AEs) Develop and execute GTM plans specifically for SAP SuccessFactors and SAP Ariba, while building the foundation for future collaboration within the SAP S/4HANA (ERP) landscape Coordinate seamlessly with Docusign’s GSI PAMs to leverage their partner relationships, ensuring a unified Better Together strategy when engaging SAP partners for implementation and resale Achieve pipeline generation and co-sell revenue targets originating from the SAP ecosystem Adapt global SAP partner programs and objectives to the unique needs and nuances of the Japanese market Drive quarterly business reviews (QBRs) and executive-level alignment meetings between Docusign and SAP Japan leadership Educate and enable SAP Japan sales teams and relevant partners on Docusign’s integration benefits and Value Selling to increase top-of-mind awareness Report on critical market trends, competitor activity within the SAP space, and learnings from joint loss/win reviews to internal stakeholders Travel up to 25% 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 equivalent professional experience 8+ years of experience within the SAP ecosystem (e.g., worked at SAP, or managed a significant SAP alliance at a SaaS/Tech company) Experience with SAP’s GTM influence models,