Senior Manager | APJ Regional Contracts Leader

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 APJ. 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 you are a player/coach who can balance running highly complex, must-win deal of your owns while guiding/mentoring/supporting the work of IC's under your leadership.

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 contract negotiators based across APJ.
• Serve as a trusted advisor to the APJ sales leaders on accelerating 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 APJ Contracts teams and senior APJ 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 APJ but which do not directly report to you.
• Accomplish results through both your individual contributions and through your direct 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
• 12+ years of experience in commercial negotiation roles at a leading technology firm supporting enterprise sellers operating on a quarterly cadence.
• People management experience.
• Demonstrated ability to inspire, lead and influence cross-functionally
• Open-minded to bountiful nautical references