Director and Deal Architect

2 Months ago • All levels • $156,700 PA - $290,900 PA

Job Summary

Job Description

As the Director and Deal Architect, you will play a pivotal role in structuring deals that drive profitability and customer satisfaction. You will be responsible for structuring deal shapes, driving revenue, and optimizing for profitability, favorable accounting treatment, risk mitigation, expansion potential, and operational feasibility. You will work with customers, select the right product set, and structure agreements/commercial terms. This role is global and customer-facing. Responsibilities include creating and growing a deal monetization function, developing transaction-specific strategies, constructing deal shapes, engaging in customer negotiations, engaging senior leadership, and collaborating cross-functionally.
Must have:
  • Experience in structuring and closing large-scale B2B deals.
  • Strategic thinking and business acumen.
  • Ability to simplify complex scenarios and build consensus.
Perks:
  • Health and wellness coverage.
  • Financial security: 401(k) Savings and Investment Plan.
  • Flexible vacation policy

Job Details

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 satisfactionYou 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. 

  • Ability 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 internally 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.

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About The Company

SailPoint is a leading provider of identity security for the modern enterprise. Enterprise security starts and ends with identities and their access, yet the ability to manage and secure identities today has moved well beyond human capacity. Using a foundation of artificial intelligence and machine learning, the SailPoint Identity Security Platform delivers the right level of access to the right identities and resources at the right time—matching the scale, velocity, and environmental needs of today’s cloud-oriented enterprise.

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