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Principal Solution Consultant

September 2, 2026

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

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Common Interview Questions And Answers

1. HOW DO YOU PLAN YOUR DAY?

This is what this question poses: When do you focus and start working seriously? What are the hours you work optimally? Are you a night owl? A morning bird? Remote teams can be made up of people working on different shifts and around the world, so you won't necessarily be stuck in the 9-5 schedule if it's not for you...

2. HOW DO YOU USE THE DIFFERENT COMMUNICATION TOOLS IN DIFFERENT SITUATIONS?

When you're working on a remote team, there's no way to chat in the hallway between meetings or catch up on the latest project during an office carpool. Therefore, virtual communication will be absolutely essential to get your work done...

3. WHAT IS "WORKING REMOTE" REALLY FOR YOU?

Many people want to work remotely because of the flexibility it allows. You can work anywhere and at any time of the day...

4. WHAT DO YOU NEED IN YOUR PHYSICAL WORKSPACE TO SUCCEED IN YOUR WORK?

With this question, companies are looking to see what equipment they may need to provide you with and to verify how aware you are of what remote working could mean for you physically and logistically...

5. HOW DO YOU PROCESS INFORMATION?

Several years ago, I was working in a team to plan a big event. My supervisor made us all work as a team before the big day. One of our activities has been to find out how each of us processes information...

6. HOW DO YOU MANAGE THE CALENDAR AND THE PROGRAM? WHICH APPLICATIONS / SYSTEM DO YOU USE?

Or you may receive even more specific questions, such as: What's on your calendar? Do you plan blocks of time to do certain types of work? Do you have an open calendar that everyone can see?...

7. HOW DO YOU ORGANIZE FILES, LINKS, AND TABS ON YOUR COMPUTER?

Just like your schedule, how you track files and other information is very important. After all, everything is digital!...

8. HOW TO PRIORITIZE WORK?

The day I watched Marie Forleo's film separating the important from the urgent, my life changed. Not all remote jobs start fast, but most of them are...

9. HOW DO YOU PREPARE FOR A MEETING AND PREPARE A MEETING? WHAT DO YOU SEE HAPPENING DURING THE MEETING?

Just as communication is essential when working remotely, so is organization. Because you won't have those opportunities in the elevator or a casual conversation in the lunchroom, you should take advantage of the little time you have in a video or phone conference...

10. HOW DO YOU USE TECHNOLOGY ON A DAILY BASIS, IN YOUR WORK AND FOR YOUR PLEASURE?

This is a great question because it shows your comfort level with technology, which is very important for a remote worker because you will be working with technology over time...