Partner Account Manager
DocuSign · Tokyo
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
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.
Responsibility
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, co-sell programs, and the broader SAP partner landscape in Japan
Experience developing partner ecosystem strategies in targeted verticals (e.g., Manufacturing, Financial Services, Professional Services)
Preferred
Experience in SaaS Sales, Partner Alliances, or Channel Sales with a focus on enterprise-grade integrations and Value Engineering / ROI-based selling
Deep domain knowledge of business applications within the SAP Ecosystems, such as HCM, Procurement, including business processes and how they integrate with ERP systems (e.g., Successfactors, Ariba, Fieldglass)
Familiarity with SAP Business Technology Platform (BTP) as an extension and integration foundation for SAP applications
Excellent business and industry acumen with the ability to speak the language of SAP consultants, AEs, and functional leads
Strong relationship-building skills with a demonstrated ability to develop trust with C-level stakeholders and SAP Regional Sales Managers
Analytical and organizational skills to manage multi-stakeholder projects and complex sales cycles effectively
Strong negotiation and conflict resolution skills, particularly in navigating co-sell motions and partner compensation alignment
Resilient and persevering mindset with a focus on achieving ambitious growth goals in a fast-paced environment
Professional proficiency in both Japanese and English (written and verbal)
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 accommodations@docusign.com.
If you experience any issues, concerns, or technical difficulties during the application process please get in touch with our Talent organization at taops@docusign.com for assistance.
#LI-Hybrid #LI-SS7
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.
Responsibility
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%
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, co-sell programs, and the broader SAP partner landscape in Japan
Experience developing partner ecosystem strategies in targeted verticals (e.g., Manufacturing, Financial Services, Professional Services)
Preferred
Experience in SaaS Sales, Partner Alliances, or Channel Sales with a focus on enterprise-grade integrations and Value Engineering / ROI-based selling
Deep domain knowledge of business applications within the SAP Ecosystems, such as HCM, Procurement, including business processes and how they integrate with ERP systems (e.g., Successfactors, Ariba, Fieldglass)
Familiarity with SAP Business Technology Platform (BTP) as an extension and integration foundation for SAP applications
Excellent business and industry acumen with the ability to speak the language of SAP consultants, AEs, and functional leads
Strong relationship-building skills with a demonstrated ability to develop trust with C-level stakeholders and SAP Regional Sales Managers
Analytical and organizational skills to manage multi-stakeholder projects and complex sales cycles effectively
Strong negotiation and conflict resolution skills, particularly in navigating co-sell motions and partner compensation alignment
Resilient and persevering mindset with a focus on achieving ambitious growth goals in a fast-paced environment
Professional proficiency in both Japanese and English (written and verbal)
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