Partner Account Manager

Location: Tokyo, Japan

Department: Sales & Partnerships

Work Mode: Hybrid

About the Role

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 business processes and simplify lives through intelligent agreement management. Our platform unleashes business-critical data trapped in documents, integrating it with systems of record to save time, money, and opportunities. As the #1 company in e-signature and contract lifecycle management (CLM), DocuSign empowers companies to create, commit, and manage agreements innovatively. The GSI Partner Account Manager (PAM) will drive DocuSign's partner mission across core partners and markets in Japan, focusing on strategic business development with GSIs, ISVs, reseller partners, and DocuSign Account Executives (AEs). This individual contributor role emphasizes go-to-market strategy, solution awareness for our e-signature and IAM platform, pipeline generation, and customer success to advance our local partnership ecosystem. Leveraging hands-on experience in SaaS partnerships, the PAM will thrive in our fast-paced, innovative culture, collaborating with executive leadership in Sales, Marketing, Customer Success, Product, and Enablement to align vision, strategy, and execution for the ISV ecosystem in Japan. Reporting to the Senior Director - Alliance Partnerships in Japan, you will manage direct GSI relationships, develop localized strategies, drive global alignment, and deliver performance insights through QBRs. This hybrid role requires a minimum of 2 days per week in-office, blending remote flexibility with collaborative energy. At DocuSign, we foster an inclusive culture where self-starters with excellent communication and teamwork skills excel. Join us to innovate in agreement management, build lasting partnerships, and contribute to a world made more agreeable—where your impact drives global success from Japan.

Key Responsibilities

• Manage direct relationships with GSIs and key partners in Japan, aligned with DocuSign’s global strategy
• Leverage global partner objectives to develop and implement localized Japanese partner strategies in collaboration with local Sales, Marketing, and Product leadership
• Drive alignment with global partner processes, governance, and best practices
• Provide input into global programs, ensuring they are customized for the Japanese market needs
• Collaborate with partner and country marketing teams to create go-to-market (GTM) plans that generate and progress pipeline
• Evaluate partner performance using quantitative metrics, delivering health, capability, and capacity analysis to internal stakeholders
• Facilitate quarterly business reviews (QBRs) between partners and DocuSign sales counterparts
• Focus on solution awareness, pipeline generation, and customer success to advance the local ISV ecosystem
• Work closely with executive leadership across Sales, Marketing, Customer Success, Product, and Enablement to align vision and execution
• Promote DocuSign's e-signature and Intelligent Agreement Management solutions through innovative partner initiatives

Required Qualifications

• BA/BS degree or equivalent relevant work experience
• 5+ years of experience in a SaaS company, preferably in Sales, Alliance, Business Development, or Enablement roles
• Proven track record in managing strategic partnerships with GSIs, ISVs, or resellers
• Experience developing and executing go-to-market strategies in the Japan market
• Demonstrated ability to drive pipeline generation and customer success through partner ecosystems
• Strong understanding of SaaS sales cycles and intelligent agreement management solutions
• Ability to collaborate cross-functionally with Sales, Marketing, Product, and Enablement teams

Preferred Qualifications

• Business level English (written and verbal)
• Experience with e-signature and contract lifecycle management (CLM) technologies
• Prior work in the Japanese market with global SaaS companies
• Familiarity with DocuSign's Intelligent Agreement Management platform
• MBA or advanced degree in Business, Marketing, or related field

Required Skills

• Strategic partnership management
• Go-to-market strategy development
• Pipeline generation and sales enablement
• Cross-functional collaboration
• Quantitative performance analysis
• SaaS sales and business development
• Excellent written and verbal communication
• Time management and self-starter mindset
• Adaptability in fast-paced environments
• Team collaboration across organizations
• Knowledge of e-signature and CLM technologies
• Japanese market expertise
• Global alignment and localization skills
• Customer success orientation
• Executive stakeholder management
• Data-driven decision making

Benefits

• Comprehensive health, dental, and vision insurance
• 401(k) retirement savings plan with company match
• Unlimited PTO and flexible work arrangements
• Professional development stipend and learning opportunities
• Stock purchase program and employee stock options
• Parental leave and family-friendly policies
• Wellness programs including gym memberships and mental health support
• Volunteer time off and community impact initiatives
• Hybrid work model with modern office spaces in Japan

DocuSign is an Equal Opportunity Employer.