Director and AMS Regional Leader - Contracts

Director and AMS Regional Leader - Contracts

The SailPoint Contracts team is responsible for structuring and negotiating enterprise agreements between SailPoint and its customers. SailPoint Contracts is a core partner to the Sales teams in achieving sales targets and accelerating revenue, but always in a manner consistent with our corporate risk tolerance. In short, we turn prospects into customers as quickly as possible and under the best terms and conditions as possible. 

SailPoint is looking for an experienced contracting leader to manage the Contracts team for the Americas (Canada/US/Lat-Am).  This is a strategic role where you will be called upon to develop solutions for complex, ambiguous contracting challenges.  This role puts you as the hub of cross-functional dealmaking partnerships with Legal, Engineering, Sales, Accounting, Finance, and Revenue Operations. This role has high visibility internally and is customer facing. You will be a direct report to the Vice President, Deal Pursuit. 

You are an experienced enterprise technology contract negotiator with a strong sales mindset, with a drive to close deals that make good sense.  You also have an operations element, working to smooth inefficient and duplicative processes so deals get done quickly, accurately, and at scale.

This is a people manager job, but the ideal candidate will be able to step in and run or complete the occasional highly complex, must-win deal independently. 

You are a well-rounded top performer who can be a key contributor in a high energy growth environment. You should be a self-starter that can also partner with other senior stakeholders to think through strategic issues cross-functionally, and communicate effectively with a variety of audiences to drive business outcomes.

You must have exceptional communication, organizational and time management skills and be comfortable juggling multiple tasks for a variety of competing stakeholders.  You should have a bias for execution, a high level of drive, and creativity to constantly improve your area of responsibility while protecting and advocating for the health and welfare of your team.

If you’re passionate about outsmarting cybercriminals and working at a company where you can truly have an impact, come join us having fun doing hard things with good people. Smart Jerks need not apply.

Responsibilities:

• Manage a team of managers of contract negotiators based across North America. 
• Serve as a trusted advisor to the AMS sales leaders on accelerating the revenue through thoughtful negotiation with customers and through internal process improvement.
• Represent SailPoint in the negotiations with our largest and most demanding customers
• Serve as primary escalation point on issues raised in contracts negotiations by the AMS Contracts teams and senior AMS sales leadership.
• Enable, mentor, guide and help develop your direct and indirect reports.
• Be a strong influencer of and dotted line leader of other commercial operations functions that are also aligned with AMS, but which do not directly report to you.
• Accomplish results through direct and indirect reports, who are trained and empowered to exercise significant latitude and independence in their assignments
• Demonstrate and send consistent and strong message to the AMS Contract team reiterating SailPoint’s SailPoint Core Values - The 4 I's (Innovation, Integrity, Impact and Individuals)  
• Strong analytical and problem-solving experience, combined with sound business judgment and an ability to present analysis in a clear and compelling manner. 
• Ability to lead technical conversations around SaaS technology 
• Encourage innovation among direct and indirect reports to drive engagement, including creating an environment for employee innovation and thoughtful risk-taking
• Work with key leaders across internal stakeholder groups to create automated and policy-based solutions that enable the expedient closure of deals while properly balancing the interests of customers and SailPoint

Qualifications: 

• BA/BS degree or equivalent practical experience.  JD or equivalent legal education, or MBA degree preferred

• 15+ years of experience in commercial negotiation roles at a leading technology firm supporting enterprise sellers operating on a quarterly cadence.

• 5 years of people management experience.  Experience managing a team of managers preferred.
• Demonstrated ability to inspire, lead and influence cross-functionally
• Open-minded to bountiful nautical references

Benefits and Compensation listed vary based on the location of your employment and the nature of your employment with SailPoint.

As a part of the total compensation package, this role may be eligible for the SailPoint Corporate Bonus Plan or a role-specific commission, along with potential eligibility for equity participation. SailPoint maintains broad salary ranges for its roles to account for variations in knowledge, skills, experience, market conditions and locations, as well as reflect SailPoint’s differing products, industries, and lines of business. Candidates are typically placed into the range based on the preceding factors as well as internal peer equity. We estimate the base salary, for US-based employees, will be in this range from (min-mid-max, USD):

Base salaries for employees based in other locations are competitive for the employee’s home location.

Benefits Overview

1. Health and wellness coverage: Medical, dental, and vision insurance

2. Disability coverage: Short-term and long-term disability

3. Life protection: Life insurance and Accidental Death & Dismemberment (AD&D)

4. Additional life coverage options: Supplemental life insurance for employees, spouses, and children

5. Flexible spending accounts for health care, and dependent care; limited purpose flexible spending account

6. Financial security: 401(k) Savings and Investment Plan with company matching

7. Time off benefits: Flexible vacation policy

8. Holidays: 8 paid holidays annually

9. Sick leave

10. Parental support: Paid parental leave

11. Employee Assistance Program (EAP) and Care Counselors

12. Voluntary benefits: Legal Assistance, Critical Illness, Accident, Hospital Indemnity and Pet Insurance options

13. Health Savings Account (HSA) with employer contribution

SailPoint is an equal opportunity employer and we welcome all qualified candidates to apply to join our team.  All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, protected veteran status, or any other category protected by applicable law.  

Alternative methods of applying for employment are available to individuals unable to submit an application through this site because of a disability.  Contact hr@sailpoint.com or mail to 11120 Four Points Dr, Suite 100, Austin, TX 78726, to discuss reasonable accommodations.