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Director, Renewal Management

DocuSign - Sydney, NSW

Any Industry
Source: uWorkin


Sales & Business Development | Sydney, Australia

Transform the way companies do business and help them achieve their goals.

Director, Renewal Management
Sales & Business Development | Sydney, Australia

Our agreement with employees
DocuSign is committed to building trust and making the world more agree-able 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. And for that, you’ll be loved by us, our customers, and the world in which we live.

The team
Our Sales & Business Development teams collaborate with customers and partners across the globe to help them leverage the DocuSign Agreement Cloud to transform the entire system of agreement process—from preparing to signing, acting on, and managing contracts and other types of agreements. Our team’s partner with some of the largest most innovative companies in the world in dozens of industries to bring the power of DocuSign to more customers. Whether you are selling to a small business or a large enterprise, you will apply your extensive knowledge of our solutions, and leverage our strategic partnerships to help our customers grow their top and bottom line.

This Position
The ideal candidate must possess the ability to manage and motivate a team of Renewal Managers (RM’s) as well as a Manager, Renewal Managers to achieve individual sales quotas. This sales leader must be able to measure, monitor and hold AM's and RM’s accountable for their activities and results as well as lead by example. They are also required to assist in making account calls, assist in account health monitoring, and effectively maintain DocuSign's value within accounts as well as deliver and coach through customer engagement activities. This leader should mentor each team member individually while also building a strong cohesive, collaborative team. They are also responsible for monitoring forecasting efforts, customer satisfaction, churn and delivering on set quota.

This position is a People Manager and reports to the Director, Renewal Management.

● Grow DocuSign revenue within the assigned accounts
● Daily management of Renewal Management team located in Sydney
● Ensure monitoring of customer usage and adoption, and make course corrections as needed
● Effectively manage renewal of customer subscriptions, on-time and with favorable terms and conditions
● Assesses sales activities & forecasts to determine progress & required improvements. Recommends & implements improvements to achieve sales goals.
● Coach team to develop their sales skills including vertical market management, forecasting, prospecting within account base, negotiations, & other necessary skills; while maintaining individual accountability to goals
● Maintain/protect DocuSign core values by hiring culturally aligned team members & leading by example
● Provides value in complex negotiations & the closing of new business, including appropriate use of Senior Sales & Account Executives to maximize results
● Work with each RM to develop & implement territory-wide business & sales plans to achieve quota
● Ensures the team effectively leverages sales tools & systems consistently & in alignment with Rules of Engagement.
● Communicates & prioritizes product & business needs from the field to appropriate corporate departments.
● Identifies & supports opportunities for the training & professional development of department personnel.
● Provides the team an effective executive escalation point to drive customer satisfaction and growth..
● Operates well in a fast paced, dynamic environment without requiring significant supervision
● Develops & executes upgrade/renewal process & strategies and ensures compliance to internal data management & reporting including use of Salesforce.com

Basic Qualifications
● BA/BS degree or equivalent in relevant account management and leadership experience
● 5+ years of management experience and 10+ years of Renewal Management or Sales background with specific experience in selling software in a similar SaaS based company

Preferred Qualifications
● Demonstrated ability to consistently generate revenue & exceed quota by managing process for identifying, qualifying, & closing new business within the assigned install base.
● Demonstrated ability to develop and maintain effective business, sales, & territory market plans.
● Demonstrated ability to successfully negotiate & close complex contracts.
● Demonstrated ability to successfully resolve situations that are broadly defined, complex, diverse, & occasionally, unprecedented.
● Excellent communication & presentation skills, both verbal & written. Demonstrated ability to identify new, creative ways to drive more businesses to purchase & utilize DocuSign’s diverse solution suite.

About Us
DocuSign® is changing how business gets done by empowering hundreds of thousands of customers and tens of millions of users in most countries around the world to sign, send and manage documents anytime, anywhere, on any device with confidence. DocuSign replaces printing, faxing, scanning and overnighting documents with the easiest, fastest, most trusted way to make every approval and decision digital. Organizations of all sizes and industries are accelerating contracts, approvals and workflows with DocuSign's Digital Transaction Management (DTM) platform and eSignature solution. DocuSign keeps life and business moving forward.

DocuSign is an Equal Opportunity Employer. Individuals seeking employment at DocuSign are considered without regards to race, ethnicity, color, age, sex, religion, national origin, ancestry, pregnancy, sexual orientation, gender identity, gender expression, genetic information, physical or mental disability, registered domestic partner status, caregiver status, marital status, veteran or military status, citizenship status, or any other legally protected category.