Contracts Manager, Sailpoint
Identity governance & cloud identity management
Be an early applicant
Identity governance & cloud identity management
1001+ employees
Be an early applicant
1001+ employees
Company mission
To equip every enterprise to effortlessly manage and secure access to applications and data through the lens of identity – at any speed, at any scale.
Role
Who you are
- To be a successful Contracts Manager for SailPoint, you need to be an excellent:
- COMMUNICATOR: Confident, versatile, and accomplished in conveying complex information
- NEGOTIATOR: A Contracts Manager must be able to competently collaborate with SailPoint Legal, and negotiate with external legal and procurement teams. A legal background is highly desirable
- MULTI-TASKER: You should be able to manage multiple queries using tools such as SalesForce, Sharepoint, and other apps
- TIME-KEEPER: Time is of the essence. You must be driven to meet deadlines and keep stakeholders informed every step of the way
- POLICY AMBASSADOR: The Deal Pursuit Team has an ability to make change. The Contracts function works closely with SailPoint Legal and other SailPoint functions to shape policies that improve the customer experience while safeguarding SailPoint's interests
- TEAM PLAYER: The Deal Pursuit Team is not just Contracts, we are also Deal and Pricing Strategy and operations. You will work as a Team with your immediate Deal Pursuit colleagues, but you will also need to work as a Team with Sales, Legal, Security, Finance, Product Management, Sales Engineering and others
- 5+ years working in similar role in Software company and commercial environment
- A legal certification or qualification (e.g. JD, Juriste, CILEX, LLB, GDL, CIPP-e) or equivalent experience
- Excellent English (written and spoken) and native level fluency in one other European language
- Working knowledge of:
- Software licensing, SaaS solutions and Data Processing Agreements
- Partner Agreements
- NDAs/Confidentiality Agreements
- Revenue Recognition matters
What the job involves
- Join the SailPoint Deal Pursuit Team at SailPoint as a Contracts Manager and be part of the innovation. We are looking for an EMEA Contracts Manager to bring their expertise to the table and help us craft deals that drive success
- You will need to be passionate about contracts and thrive in a fast-paced environment. This role will be supervised by EMEA’s Senior Contract Manager
- You’ll partner directly with Sales to transform the way we engage with customers (and prospect customers)
- You will turn lengthy and complex contract negotiations into seamless and high-speed conversations and will directly help to build the foundation of our future relationships
- By championing our VATO principles - Velocity Alignment Transparency and Ownership - you will use your expertise to create an elite negotiation experience that fuels long-term growth and partnership excellence
- Onboarding & Performance Objectives:
- Month 1: Foundation & Integration:
- Objective: Build internal networks and establish product and process knowledge
- Expectations:
- Complete introductory meetings with all Deal Pursuit, Sales and cross-functional colleagues within your assigned region
- Take full ownership of low-complexity regional tasks, including NDAs, RFP responses, and regulatory mapping exercises (e.g., DORA and GDPR)
- Demonstrate consistent professional standards in communication and time management from day one
- Month 3: Proficiency & Primary Ownership:
- Objective: Transition into the primary lead for your assigned territory
- Serve as the main point of contact for all queries and tasks in your assigned territory
- Lead contract negotiation meetings. While supervision is available until you are fluent in playbook messaging, you will be encouraged to lead these sessions independently as your confidence grows
- Year 1: Mastery & Strategic Partnership:
- Objective: Provide high-level support and regional stability
- Manage a diverse and high-volume workload across the region with minimal oversight
- Establish yourself as a dependable, go-to resource for leadership and cross-functional team members
- Consistently deliver on complex regional initiatives, ensuring alignment with broader organizational goals
Our take
SailPoint is a leader in identity management, founded in 2005 to help businesses mitigate security risks. The company went public in 2017 and was acquired by Thoma Bravo in 2022.
SailPoint’s products harness AI and machine learning to automate and streamline identity management, appointing the appropriate access to different identities operating in a business. Its solutions have evolved alongside innovations in the space, and the company remains a top choice for enterprises worldwide.
To continue keeping pace with advancements, SailPoint acquired identity solutions startup SecZetta. It also partnered with Simeio, a leading provider of Identity and Access Management services. Both these moves enabled the company to consolidate its offerings, enhancing its security capabilities and protection measures.
Kirsty
Company Specialist at Welcome to the Jungle
Insights
Company
Funding (last 2 of 5 rounds)
Dec 2014
$0.3m
EARLY VC
Nov 2010
$0.6m
GRANT
Total funding: $21.9m
Company benefits
- Health and wellness coverage: Medical, dental, and vision insurance
- Disability coverage: Short-term and long-term disability
- Life protection: Life insurance and Accidental Death & Dismemberment (AD&D)
- Additional life coverage options: Supplemental life insurance for employees, spouses, and children
- Flexible spending accounts for health care, and dependent care; limited purpose flexible spending account
- Financial security: 4019k) Savings and Investment Plan with company matching
- Time off benefits: Flexible vacation policy
- Holidays: 8 paid holidays annually
- Sick leave
- Parental leave: Paid parental leave
- Employee Assistance Program (EAP) and Care Counselors
- Voluntary benefits: Legal Assistance, Critical Illness, Accident, Hospital Indemnity and Pet Insurance options
- Health Savings Account (HSA) with employer contribution
Company HQ
Four Points Centre, Austin, TX
Leadership
Mark McClain
(CEO & Founder)Operating Advisor at Elsewhere Partners. Previously and SVP of Software Marketing at Sun Microsystems and a VP of Worldwide Marketing at IBM Tivoli Software.
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