[Remote] Principal Solution Consultant

Note: The job is a remote job and is open to candidates in USA. Docusign is a leader in e-signature and contract lifecycle management solutions, serving over 1.5 million customers globally. The Principal Solution Consultant will act as a trusted advisor to federal agencies, collaborating with various teams to modernize agreement processes while ensuring compliance with federal regulations.ResponsibilitiesPartner with Federal Account Executives and Solution Consulting teams to drive new business and expansion opportunities across civilian, defense, intelligence, and federal healthcare agenciesEngage with executive leadership, program managers, contracting officers, acquisition teams, security stakeholders, and technical architects to understand mission requirements and modernization initiativesDiscover, document, and analyze complex government workflows, approval processes, legacy system dependencies, and enterprise architecturesLead business and technical discovery sessions focused on agency priorities, compliance requirements, and measurable mission outcomesDevelop and deliver compelling demonstrations showcasing Docusign IAM, eSignature, CLM, Workspaces, AI-powered capabilities, and integrations within federal environmentsArticulate the value of Docusign solutions in the context of federal mandates, digital transformation initiatives, customer experience objectives, workforce modernization, grants management, procurement, HR onboarding, and case management processesEstablish technical credibility through solution architecture discussions, security reviews, integration guidance, roadmap presentations, and technical workshopsSupport responses to RFIs, RFPs, technical evaluations, proof-of-concepts, and competitive assessmentsCollaborate with Product, Engineering, Customer Success, Professional Services, and Security teams to address customer requirements and ensure successful solution alignmentUnderstand and communicate Docusign's FedRAMP, IL4, CAC/PIV, identity verification, and security capabilities relevant to government customersApply value-selling methodologies to connect Docusign capabilities with agency mission outcomes, cost savings, risk reduction, and operational efficienciesServe as a subject matter expert on federal digital modernization trends, compliance requirements, and industry best practicesSkills12+ years of experience in Pre-sales, solution consulting, sales engineering, or technical advisory roles supporting U.S. Federal Government customersBachelor's degree or equivalent professional experienceExperience supporting federal procurement processes, including RFIs, RFPs, technical evaluations, and proposal responsesExperience developing technical documentation, workflow diagrams, solution architectures, statements of work (SOWs), and executive presentationsExperience engaging both technical and non-technical stakeholders across multiple levels of government organizations15+ years of experience supporting Federal SaaS, cloud, cybersecurity, identity, workflow, or enterprise software solutionsDeep understanding of federal agency operations, acquisition processes, and digital modernization initiativesExperience with FedRAMP-authorized cloud solutions and government security requirementsFamiliarity with federal identity and access management concepts, including PIV/CAC, derived credentials, identity proofing, and authentication standardsExperience integrating enterprise platforms such as Salesforce, ServiceNow, SAP, Oracle, Workday, Microsoft Dynamics, and content management systemsKnowledge of workflow automation, contract lifecycle management, electronic signatures, and records managementExperience conducting executive briefings and presenting to senior federal leadership, including SES, program executives, and technical decision-makersFamiliarity with APIs, integrations, XML, JSON, and enterprise architecture conceptsProven ability to align technology investments with mission outcomes, operational efficiencies, and constituent experience improvementsBenefitsBonus: 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).Paid Time Off: earned time off, as well as paid company holidays based on regionPaid Parental Leave: take up to six months off with your child after birth, adoption or foster care placementFull Health Benefits Plans: options for 100% employer paid and minimum employee contribution health plans from day one of employmentRetirement Plans: select retirement and pension programs with potential for employer contributionsLearning and Development: options for coaching, online courses and education reimbursementsCompassionate Care Leave: paid time off following the loss of a loved one and other life-changing eventsCompany OverviewDocusign provides a software to prepare, send, sign, store, and manage documents through electronic signature and workflow tools. It was founded in 2003, and is headquartered in San Francisco, California, USA, with a workforce of 5001-10000 employees. Its website is http://www.docusign.com.