Enablement Program Manager

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).

As a Enablement Program Manager for EBU, you will be responsible for all aspects of foundational and continuous learning programs for Enterprise sales segment, including onboarding, role-based learning journeys, consulting on, creating and/or securing training content, scheduling and coordinating with regional delivery teams, deployment of on-demand courseware, and instructor-led sales training. The primary role of this position is to create enablement content that builds confidence and competency in our EBU sales segments globally. You will work closely with a dynamic team of GTM Performance Partners and other enablement content teams to create new programs and enhance existing ones. You will own the EBU (Enterprise and Majors) enablement content strategy and work with other functional teams to build, deliver and support your plans. Key to this role is the ability to collaborate cross functionally and regionally, demonstrate versatility and effectively juggle different projects, timelines and change in a fast-paced environment, and most important, be an advocate for your Enterprise sellers.

This position is an individual contributor role reporting to the Sr. Manager, Global Enablement Content.

Responsibility

• Own the strategy for EBU onboarding programs, creating the agenda and advocating for content that aligns to goals and objectives of the program
• Plan, lead, and manage all onboarding initiatives, both content creation and delivery working closely with GTM Performance Partners and Sales Leadership to ensure all new hires are properly trained and prepared to do their job
• Create a 30-60-90-day onboarding program which articulates clear expectations, learning requirements and milestones to track progress and ensure Enterprise AE field readiness
• Work with subject matter experts within the GTM Enablement content teams and other departments that should deliver content during the onboarding process
• Create session learning briefs, holding session dry runs and providing real-time feedback to verify each speaker's aptitude for onboarding delivery
• Act as a liaison between new hires and their leaders to ensure new hires are hitting their milestones for field readiness
• Create a learning strategy and roadmap for the EBU roles to reinforce value selling behaviors, to develop or refine core sales skills and to ensure proficiency in sales execution
• Collaborate with regional GTM Performance Partners to build EBU-specific programs and/or content to help them do their jobs better including but not limited to sales playbooks, sales methodology training, skills development, role-playing scenarios, internal tooling utilization
• Become the subject matter expert on the Enterprise and Majors sales motion and the sales methodology to support it
• Drive Enterprise and Majors AE engagement in all learning programs or activities by delivering high-quality, impactful experiences
• Support product launches by preparing and enabling the Enterprise and Majors AEs to understand and sell our solutions
• Work with GTM Enablement Leadership to develop, message and delivery skills assessments for Enterprise and Majors AEs on at least a yearly basis to identify and analyze skill or knowledge gaps within the teams
• Create, monitor, and report key metrics on all programs to measure Enterprise and Majors AE productivity
• Monitor and report on 30-60-90 day onboarding metrics to sales leadership to ensure Enterprise nbsp;and Majors AEs are meeting the minimum thresholds of job performance
• Advocate for the Enterprise and Majors sales perspective within the GTM and marketing teams to improve messaging and content and ensure relevancy in the field
• Prepare quarterly business reviews for each region on the enablement programs delivered globally and within region, including but not limited to participation numbers, knowledge assessment

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.

Basic

• 12+ years experience in Sales/Revenue/GTM Enablement
• Experience in building enablement content to support "just in time" learning for a sales team with specific focus on product knowledge sales skills such as discovery/qualification, objection handling, product positioning, multi-threaded customer engagement and big deal management
• Experience with Salesforce.com, Microsoft Word, PowerPoint and Excel
• Experience with enterprise sales methodologies such as Challenger, Command of the Message and also qualification processes like MEDDIC or SPICED

Preferred

• Experience in Enterprise sales, specifically managing and closing complex sales cycles
• Passion and understanding for learner centric adult learning, both created and delivered asynchronous (self-study on an LMS) or in real life (in person or virtual)
• Be able to take ambiguous goals and turn them into execution plans and be able to collaborate and build consensus from distinct points of view to a common goal
• Be able to juggle multiple priorities and maintain a positive attitude and team orientation
• Work well under pressure, in a fast-paced, high-growth environment that is constantly changing
• Track record of converting ideas to business impact
• Strong presentation skills communication skills with a unique ability to create a strong narrative for delivery to a target buyer in a very short amount of time to engage
• Solid understanding of using LMS, survey and reporting tools to provide metrics to enablement and sales leadership
• Excellent written and verbal communication skills

Pay for this position is based on a number of factors including geographic location and may vary depending on job-related knowledge, skills, and experience.

Based on applicable legislation, the below details pay ranges in the following locations:

California: $140,000.00 - $225,075.00 base salary

Washington: $133,800.00 - $197,750.00 base salary

This role is also eligible for the following:

• Bonus: Sales personnel are eligible for variable incentive pay dependent on their achievement of pre-established sales goals. Non-Sales roles are eligible for a company bonus plan, which is calculated as a percentage of eligible wages and dependent on company performance.
• Stock: This role is eligible to receive Restricted Stock Units (RSUs).

Global benefits provide options for the following:

• Paid Time Off: earned time off, as well as paid company holidays based on region
• Paid Parental Leave: take up to six months off with your child after birth, adoption or foster care placement
• Full Health Benefits Plans: options for 100% employer paid and minimum employee contribution health plans from day one of employment
• Retirement Plans: select retirement and pension programs with potential for employer contributions
• Learning and Development: options for coaching, online courses and education reimbursements
• Compassionate Care Leave: paid time off following the loss of a loved one and other life-changing events

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.

Applicant and Candidate Privacy Notice

This position is not eligible for employment in the following states: Alaska, Hawaii, Maine, Mississippi, North Dakota, South Dakota, Vermont, West Virginia and Wyoming.

It's important to us that we build a talented team that is as diverse as our customers and where all employees feel a deep sense of belonging and thrive. We encourage great talent who bring a range of perspectives to apply for our open positions. Docusign is an Equal Opportunity Employer and makes hiring decisions based on experience, skill, aptitude and a can-do approach. We will not discriminate based on 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, or any other legally protected category.

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