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Principal Solution Consultant
Job Description:
- Partner with Federal Account Executives and Solution Consulting teams to drive new business and expansion opportunities across civilian, defense, intelligence, and federal healthcare agencies
- Engage with executive leadership, program managers, contracting officers, acquisition teams, security stakeholders, and technical architects to understand mission requirements and modernization initiatives
- Discover, document, and analyze complex government workflows, approval processes, legacy system dependencies, and enterprise architectures
- Lead business and technical discovery sessions focused on agency priorities, compliance requirements, and measurable mission outcomes
- Develop and deliver compelling demonstrations showcasing Docusign IAM, eSignature, CLM, Workspaces, AI-powered capabilities, and integrations within federal environments
- Articulate 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 processes
- Establish technical credibility through solution architecture discussions, security reviews, integration guidance, roadmap presentations, and technical workshops
- Support responses to RFIs, RFPs, technical evaluations, proof-of-concepts, and competitive assessments
- Collaborate with Product, Engineering, Customer Success, Professional Services, and Security teams to address customer requirements and ensure successful solution alignment
- Understand and communicate Docusign's FedRAMP, IL4, CAC/PIV, identity verification, and security capabilities relevant to government customers
- Apply value-selling methodologies to connect Docusign capabilities with agency mission outcomes, cost savings, risk reduction, and operational efficiencies
- Serve as a subject matter expert on federal digital modernization trends, compliance requirements, and industry best practices
Requirements:
- 12+ years of experience in Pre-sales, solution consulting, sales engineering, or technical advisory roles supporting U.S. Federal Government customers
- Bachelor's degree or equivalent professional experience
- Experience supporting federal procurement processes, including RFIs, RFPs, technical evaluations, and proposal responses
- Experience developing technical documentation, workflow diagrams, solution architectures, statements of work (SOWs), and executive presentations
- Experience engaging both technical and non-technical stakeholders across multiple levels of government organizations
- 15+ years of experience supporting Federal SaaS, cloud, cybersecurity, identity, workflow, or enterprise software solutions (Preferred)
- Deep understanding of federal agency operations, acquisition processes, and digital modernization initiatives (Preferred)
- Experience with FedRAMP-authorized cloud solutions and government security requirements (Preferred)
- Familiarity with federal identity and access management concepts, including PIV/CAC, derived credentials, identity proofing, and authentication standards (Preferred)
- Experience integrating enterprise platforms such as Salesforce, ServiceNow, SAP, Oracle, Workday, Microsoft Dynamics, and content management systems (Preferred)
- Knowledge of workflow automation, contract lifecycle management, electronic signatures, and records management (Preferred)
- Experience conducting executive briefings and presenting to senior federal leadership, including SES, program executives, and technical decision-makers (Preferred)
- Familiarity with APIs, integrations, XML, JSON, and enterprise architecture concepts (Preferred)
- Proven ability to align technology investments with mission outcomes, operational efficiencies, and constituent experience improvements (Preferred)
Benefits:
- 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
