Value Consultant

About Docusign

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

Value Consultants use business strategy and data analysis to influence a customer’s buying decision, and increase value selling across our go-to-market. Through leading strategy workshops, business discovery, data modeling, and creating compelling narratives, the Value Consultant (VC) works with customers to capture the heart of their business priorities and the impact of solving their challenges. VCs don’t just calculate ROI, they are strategic thought leaders who influence the entire customer lifecycle from presales to postsales. This position will be the dedicated Value Consultant for the Commercial Business Unit (CBU). You will partner closely with Sales, Customer Success, Presales, and Partners/Professional Services on strategic deals to increase win rates, average deal size, and total revenue to help grow our CBU business. You will also collaborate with Product and Marketing to ensure our value messaging stays aligned with our evolving market and product capabilities.

This position is an individual contributor role reporting to the Director of Value Consulting.

Responsibility

• Partner with the account team and customers to build collaborative Account Strategies, Business Cases, and Value Realization studies
• Synthesize customer research and discovery data into clear, persuasive stories that drive action in stakeholders
• Collaborate with internal teams to do what’s best for our customers
• Work with sales leaders on territory planning, go-to-market strategies, and field enablement. As an example, value-centric enablement may include teaching reps how to apply self-service tools, identify and action sales plays, or enhance account research methodologies
• Combine a collaborative mindset with refined presentation skills to serve as a consultative advisor. You will influence both internal account teams and customer stakeholders, navigating complex organizational dynamics to find ways to expand and improve our customer partnerships

Job Designation

Remote: Employee is not required to be in or near an office frequently and works from a designated remote work location for the majority of the time.

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

• 5+ years of related experience
• Experience developing business strategies, including building executive-ready presentations
• Experience with financial modeling, and creating a compelling narrative from complex scenarios and data
• Experience working with employees at all levels of an organization, including executives

Preferred

• Proven background of innovation and change management. Has designed, implemented, and driven adoption to new approaches of complex issues. Routinely identifies and recommends opportunities to change
• Management consulting experience
• Masters in Business Administration (MBA), or related experience
• Strong executive presence with key stakeholders and customer presentations
• Experience designing and facilitating strategy development workshops
• In-depth knowledge of SaaS sales practices and processes. Understands the different disciplines, channels, and platforms involved, and how to collaborate to drive customer strategies
• Strong analytical and storytelling skills

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.

Applicant and Candidate Privacy Notice

Key skills/competency

• Value Consulting
• Business Strategy
• Data Analysis
• Financial Modeling
• SaaS Sales
• Account Management
• Customer Success
• Executive Presentations
• Change Management
• Storytelling