Director and Deal Architect

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Director and Deal Architect

Apply locations United States time type Full time posted on Posted 29 Days Ago job requisition id R010757

The newly formed Deal Architecture team will be instrumental in shaping and executing SailPoint’s strategy to write complex agreements for SailPoint’s identity security offerings - at the right price and at scale.

As our first ever Deal Architect, you will play a pivotal role in shaping SailPoint's future by structuring deals that drive both profitability and customer satisfaction . You will be responsible for structuring deal shapes driving revenue and optimized for profitability, favorable accounting treatment, risk mitigation , expansion potential, and operational feasibility. You will do so by understanding the customers’ specific needs, selecting the right SailPoint product set necessary to meet those needs to achieve competitive differentiation, and structuring agreement/commercial terms which drive sound economics for both SailPoint and its customers . You’ll be central to cross-functional efforts (e.g., across Sales, Product, Contracts, Finance /Accounting , and Revenue Operations) that will see through these agreements from strategy to execution.

This role has global responsibility, is highly customer facing, and will work closely with SailPoint customers and sales leaders . You will be a direct report to the Vice President, Deal Pursuit. In your first six months, you’ll invest time getting to know SailPoint’s product, contracting motion, crew, and pricing strategy while rolling up your sleeves and working deals as you learn .

The ideal candidate will possess a deal strategist and negotiator background and experience in enterprise technology sales in a recurring revenue business model . Initially this will be a hands-on , senior level individual contributor role , eventually growing and leading a team as the function matures.

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

• Create, shape, and grow a new deal monetization function in a high growth technology company.

• Develop transaction-specific strategies and deal constructs that help us address customers’ unique requirements and win deals at the right price and at scale.

• Construct deal shapes that Improve our transaction level profitability, increase upsell opportunities, and maximize renewal value.

• Engage in high-stakes customer negotiations, including commercial aspects of the deal structure , understanding the impact of business terms and pricing , and being agile enough to flex and provide alternative solutions when necessary .

• Engage senior leadership and customers to help drive decision making.

• Collaborate cross-functionally to proactively address complex challenges ( provide field tested feedback on GTM/sales strategy, pricing policies, sales plays , etc. and contribute to field enablement activities ).

• Inspire and influence internal stakeholders, experts and other resources not under direct control, proactively removing obstacles to drive deal momentum and deliver seamless execution.

• Serve as a trusted adviser for the Sales team on key deal structuring; advise on alternatives, possible ramifications , or value propositioning to help guide deal closures

Preferred qualifications:

• Demonstrated success in structuring, negotiating, and closing large-scale, high-impact B2B enterprise technology deals on a quarterly cadence .

• An aptitude for strategic thinking, thought leadership based on seasoned application of commercial and business acumen.

• A bility to take complex scenarios and simplify them down to the essentials while building consensus across broad stakeholder groups .

• Ability to work in fast-paced environments with ambiguous problems .

• Ability to work with C-suite/senior leaders internal ly as well as with customers .

• Excellent project management, presentation, and communication skills .

• Ability to grow, nurture, and coach emerging talent, both direct reports and in a matrixed environment .

• People management experience .

• 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):

$156,700 - $223,800 - $290,900

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.

About Us

Equal Employment Opportunity Policy Statement

The employment policy of SailPoint is to provide equal opportunity to all persons, and it is SailPoint’s policy to take affirmative action to employ and advance in employment protected veterans and individuals with disabilities.

It is SailPoint’s policy to recruit, hire, train and promote qualified individuals in all job titles, and ensure that all other personnel actions are administered without regard to race, color, religion, national origin, sex, military and/or veteran status, disability, or other legally protected status, and we will ensure that all employment decisions are based only on valid job requirements. SailPoint does not discriminate on the basis of national origin or citizenship status as provided under the Immigration Reform and Control Act of 1986.

Employees and applicants shall not be subjected to harassment, intimidation, threats, coercion, or discrimination because they have engaged in or may engage in any of the following activities:

Filing a complaint;

Assisting or participating in an investigation, compliance evaluation, hearing, or any other activity related to the administration of the affirmative action provisions of Section 503, VEVRAA, or any other Federal, State or local law requiring equal opportunity for individuals with disabilities or protected veterans;

Opposing any act or practice made unlawful by Section 503, VEVRAA, or their implementing regulations in this part, or any other Federal, State or local law requiring equal opportunity for individuals with disabilities or protected veterans; or

Exercising any other right protected by section 503, VEVRAA or their implementing regulations.

SailPoint will also provide reasonable accommodation to known physical or mental limitations of an otherwise qualified employee or applicant for employment, unless the accommodation would impose undue hardship on the operation of our business.

SailPoint’s affirmative action program contains an audit and reporting system which enables us to measure the effectiveness of our program, indicate any need for remedial action, determine the degree to which our objectives have been attained, determine whether protected veterans and individuals with disabilities had had the opportunity to participate in company-sponsored activities, measure our compliance with the program’s specific obligations, and document actions taken to comply with these obligations.

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