Senior Channel Resell Manager

Location: Italy

Department: Customer Success, Consulting & Support

Work Mode: Remote

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 the process of doing business and simplify people’s lives. With intelligent agreement management, Docusign unleashes business-critical data trapped inside of documents. 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 Senior Channel Resell Manager, Italy, you will play a strategic role in driving significant growth through Docusign’s distributor and reseller ecosystem. You will own and expand high-impact partnerships, shaping channel strategies that accelerate revenue, strengthen partner relationships, and expand our footprint in the Italian market. This individual contributor role, reporting to the Director, Channel Resell, involves managing key distributor and reseller relationships, designing and executing scalable go-to-market strategies, influencing regional partner recruitment, and enabling joint business planning. You will work cross-functionally with senior stakeholders across Sales, Marketing, and Enablement to maximize partner productivity and deliver measurable business outcomes in e-signature and CLM adoption. In this high-impact position, you will own executive-level relationships with key Italian partners, define regional strategies for recruitment and performance, and build joint GTM plans aligned to Docusign’s innovation priorities. Collaborate on demand generation campaigns and training programs to empower partners in selling intelligent agreement solutions, guide sales teams to close high-value deals, and provide forecasting insights for leadership. As a trusted advisor, influence product positioning and deal strategies while representing the channel voice internally. Leverage your experience to mentor peers, foster EMEA channel growth, and thrive in our fast-paced, innovative culture—traveling up to 50% as needed. This is a remote position, where you’re not required to be in or near an office frequently and work from a designated remote location for the majority of the time. Docusign is committed to building trust and making the world more agreeable. Join us to feel deep pride in your contributions to a world transformed by agreement innovation.

Key Responsibilities

• Own and drive executive-level relationships with key distributors and resell partners in Italy, ensuring joint success and measurable revenue growth through DocuSign's Intelligent Agreement Management platform
• Define and lead regional partner strategy, including recruitment, enablement, and performance management to expand DocuSign's e-signature footprint
• Build joint go-to-market plans with distributors and top partners, aligning to DocuSign’s priorities and achieving revenue targets
• Partner with Marketing and Enablement to design and execute scalable demand generation campaigns, partner training, and certification programs focused on e-signature and CLM solutions
• Guide and influence partner sales teams to accelerate pipeline creation, improve conversion rates, and close high-value deals
• Provide accurate business forecasting, pipeline insights, and quarterly business reviews for leadership visibility
• Serve as a trusted advisor to partners by influencing product positioning, value messaging, competitive differentiation, and deal strategy for DocuSign's agreement management innovations
• Represent the voice of the channel within DocuSign, collaborating with cross-functional teams to align programs, resources, and investments
• Leverage senior relationships within partner organizations to elevate engagement, drive executive sponsorship, and increase mindshare
• Mentor peers within the channel organization, sharing best practices and contributing to the growth of the wider EMEA channel business
• Travel as required (up to 50%) to partner locations and events across Italy and EMEA

Required Qualifications

• Bachelor’s degree in Business Management or related field, or equivalent practical experience
• 8+ years of experience driving results in channel sales, partner management, or equivalent quota-carrying roles within the SaaS industry
• Experience influencing senior partner executives and leading joint business planning at a regional or country level
• Fluent in Italian and English (written and spoken)
• Proven track record of consistently exceeding revenue goals in channel partnerships
• Strong analytical skills with ability to forecast accurately, report performance, and identify growth opportunities
• Demonstrated ability to collaborate cross-functionally and navigate complex, matrixed environments

Preferred Qualifications

• Experience building and executing channel GTM strategies within a fast-paced SaaS or technology environment
• Strong business acumen with the ability to translate strategic objectives into tactical execution
• Executive presence and exceptional communication skills, capable of influencing across multiple levels of partner and internal organizations
• A growth mindset, self-starter mentality, and history of driving innovation in partner ecosystems
• Familiarity with e-signature, contract lifecycle management (CLM), or intelligent agreement management platforms

Required Skills

• Channel sales and partner management expertise
• Quota-carrying sales experience in SaaS
• Executive relationship building and influence
• Joint business planning and GTM strategy development
• Revenue forecasting and pipeline management
• Cross-functional collaboration in matrixed organizations
• Analytical reporting and performance metrics
• Demand generation and marketing campaign execution
• Partner enablement and training program design
• Italian and English fluency (professional level)
• Business acumen for strategic-tactical translation
• Executive presence and communication skills
• Growth mindset and self-starter mentality
• E-signature and CLM product knowledge
• Competitive analysis and deal strategy
• Mentoring and knowledge sharing

Benefits

• Competitive base salary plus uncapped commission and performance bonuses
• Comprehensive health, dental, and vision insurance with multiple plan options
• 401(k) retirement savings plan with generous company matching
• Unlimited PTO policy to support work-life balance and innovation
• Remote-first work designation with flexible hours and home office stipend
• Professional development stipend for certifications, conferences, and training
• Employee Stock Purchase Plan (ESPP) for ownership in DocuSign's growth
• Wellness programs including mental health support and fitness reimbursements
• Parental leave and family planning benefits

DocuSign is an Equal Opportunity Employer.