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