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.
Docusign is rapidly growing as we evolve towards Intelligent Agreement Management (IAM), an AI-powered Agreement Platform that empowers businesses to connect and optimise every step of their business processes. IAM helps our customers bring agreements to life, allowing organisations of all sizes to put their agreement data to work for them to accelerate revenue, reduce risk, and unlock value.
Job Description
We are looking for a high-impact individual who is driven by an insatiable desire to lead with curiosity, challenge customers to think bigger and drive strong sales outcomes through platform value selling. The Solution Consultant will support the Commercial sales team drive revenue by helping to understand complex customer business problems / requirements and translate them into solutions leveraging Docusign’s IAM platform.
This position is an individual contributor role reporting to the Manager, Solution Consulting – CBU.
Responsibilities
- Serve as the technical lead on accounts in partnership with Sales across the Commercial segment in ANZ
- Maintain strong business partnerships with Sales, Qualified Services, Customer Success Managers, Marketing, Product and other key stakeholders to maximise impact across customer engagements
- Be comfortable conducting deep technology discovery with executive-level stakeholder groups across multifaceted customer industry landscapes
- Inform Sales account planning with strategic technical insights to influence the overall customer strategy and execution approach
- Map customer challenges and opportunities through value messaging assets to Customer impact and a proposed IAM solution design
- Establish confidence in recommendations via product expertise, custom product demonstrations, technical discussions, whiteboarding, workshops, RFP/RFI responses, product roadmap sessions and business process diagrams
- Articulate recommendations with confidence and influential communicative techniques and tools
- Deliver trusted, long-term, high ROI solutions
- Partner with sales to deliver on revenue plan and retention goals
- Exhibit proficiency of the core Docusign IAM platform, including all current and future components of the agreement process
- Champion Docusign as the most trusted, secure and effective partner for each customer’s Agreement processes
- Disseminate insights, learnings, resources and assets within the team and across the organisation to drive scale of impact and collaboration
- Travel 20% or more as needed
Requirements
Basic
- 5+ years of prior experience within a pre-sales role selling SaaS solutions and concepts
- BS/BA degree or equivalent in relevant work experience
Preferred
- Proficient in delivering software demonstrations, presentations and workshops in person and virtually
- Experience with technical business documentation like solution designs, workflow diagrams, proposals, SOWs, RFPs and RFIs, etc
- Proven experience working with employees at all levels of an organisation, especially C-suite
- Demonstrated experience and success selling to customers across regulated industries
- Familiarity with enterprise-class software systems like ERP, CRM and ECM systems
- Familiarity with system integration methods such as web services, REST APIs SOAP APIs, Integration Patterns and software development methodologies
- Experience articulating the value of AI in context of technology solutions, with a focus on defining ROI
- Familiarity with concepts related to Agreement creation, commitment and management
- Strong verbal and written communication skills
Working at Docusign
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.
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
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📌 Solution Consultant
🏢 Docusign
📍 City of Sydney