Senior Director Sales Operations Symantec Mountain View

Job description
Reporting to the VP Global Sales Operations, you will establish the vision, mission, guiding principles, goals, strategies, action plans and measurements essential for development and implementation of effective sales compensation programs that drive execution of the sales strategy and are aligned with key initiatives, partner programs, and industry best practices. You will also ensure that Sales Performance Management systems support the sales strategy and provide timely and accurate payments and actionable reports.



Responsibilities

Direct the planning, design, implementation, and administration of Symantec's worldwide sales and services compensation programs for Symantec sales professionals and Executives including compensation philosophy, policies and practices.
Work closely with the Corporate HR-Compensation team, HR Business Partners, Finance, and Sales Executive leadership to deliver innovative solutions that continue to attract, motivate and retain employees, drive new business, and reward top sales performers within the approved commission budget.
Work closely with the Channel leadership team to ensure sales compensation plans and Partner Incentive plans are closely aligned and congruent.
Coach Executives on sales compensation best practices. Offer Plan alternatives for achieving strategic objectives along with potential outcomes. Provide recommendations on proposed Plan exceptions and manual tracking of results. Design compensation plan for new business models.
Lead the design and creation of contests and additional incentive programs such as SPIFFs to support sales initiatives. Ensure programs are clearly documented and communicated.
Provide coaching to management regarding sales compensation. Assist Sales Management with development of effective Key Strategic Objectives in lieu of standard sales metrics. Create, implement, and maintain a standard KSO development, tracking and payout process including a standard template for assigning and assessing KSO performance.
Develop and maintain an Symantec Sales Compensation Design Guide based on industry best practice as an education tool for sales management. Determine appropriate pay level, pay mix and leverage for new sales positions.
Manage the annual sales compensation planning project. Gather feedback from the Sales Executive team on effectiveness of the current Plan in driving key objectives. Establish an agenda that will effectively and efficiently facilitate development of recommendations to close known gaps and address new initiatives. Work with Finance to analyze the cost of Plan changes and lead trade-off discussions as required. Document recommendations and seek approval from the Sales Executive Steering Committee. Manage clear documentation of Plan changes in the annual Plan document and ensure Legal review to mitigate Symantec risk.
Develop presentation materials and manage the Plan rollout within the first 30 days of the new Plan year. Communicate the Plan changes, policies, practices and guidelines to Plan participants.
Design and deliver sales compensation related training to Sales Management, HR, Commissions Offices and Field Finance. Clearly communicate manager responsibilities regarding Plan and Quota communication and provide them with the tools and information they need to answer questions about the Sales Compensation Plan.
Participate in various sales compensation surveys, industry group meetings and seminars, sales compensation associations and groups. Build and maintain sales compensation knowledge and expertise.

Sales Compensation Effectiveness Analysis
Monitor application of sales compensation programs to ensure achievement of strategic business initiatives.
Provide for the development and delivery of Sales Management reports and dashboards to support decision making.
Work with Finance to develop processes to measure ROI of key sales compensation programs.
Analyze competiveness of Sales Executive pay packages and recommend actions to mitigate risk.

Mergers & Acquisitions
Develop and maintain a standard sales compensation integration plan for acquired companies.
Act as an internal consultant regarding compensation issues including sales compensation, and integration of acquisitions.
Deliver training to newly acquired sales employees on the applicable Symantec sales compensation plan.

Sales Compensation Automation/Commission Program Business Process Office
Develop and oversee execution of the long term Sales Performance Management (SPM) systems strategy and vision. Engage with cross-functional stakeholders (HRIS/EIS/Commission Offices/Field Finance) to effectively implement commission-related processes and systems.
Direct a team dedicated to developing, maintaining and improving the sales compensation infrastructure. Ensure the Business is represented by overseeing translation of current and future needs into system requirements.
Conduct user surveys and focus groups to ensure full understanding of commission system challenges in order to take the commission system to the next level.
Serve on the Commission Program Governance Board and contribute to decisions impacting the business. Act as a key decision maker in vendor selection related to sales compensation process improvement and process automation.
Ensure high severity issues are properly escalated for quick and effective resolution.

Qualifications

Demonstrated knowledge and experience in global sales compensation programs. Understands the value of global consistency and when it makes sense to support a local exception.
The candidate must have experience in designing sales compensation plans that support a hybrid of pricing and selling models such as perpetual and cloud offerings in both direct and indirect channels, and territory and account sales. Experience supporting the above in both mature and emerging markets is also required.
Must have operated in a worldwide Sales Compensation leadership role with a leading enterprise software company.
Experience driving large scale projects, programs and change efforts.
Demonstrated ability to lead a cross functional team that delivers results, using cross group collaboration and influence management among resources not directly under one's control.
Builds organization-wide relationships to move initiatives forward and positions ideas to enhance the likelihood for success.
Demonstrates organizational agility and the ability to deal with ambiguity and rapidly adapt to change in response to business conditions.
Well-organized, able to reprioritize work in a dynamic environment to meet changing business needs. Adaptable and flexible style.
Acts on a 3 year planning horizon to pursue challenging opportunities that will directly impact results.
Develops long term strategies and balances resources to achieve goals. Sustains long-term change process, building commitment by explicitly laying out a clear change road map and monitoring progress.
Sets clear and measurable performance objectives, monitoring progress rigorously, planning ahead and linking actions to business priorities.
Translates aspirations and strategy into action steps and creates commitment to the plan.
Strong capability in managing multiple deliverables. Must be able to respond to multiple demands and deadlines effectively, and be able to handle situations calmly.
Self-motivated and able to work with little direct supervision.
Strong drive to create results with disciplined follow-though and focus skills
Optimistic nature with energetic can-do attitude and commitment to excellence. High integrity with a reputation of a trusted confidential advisor. Interpersonal sensitivity; quickly picks up on environmental cues and reads others well, able to convey personal warmth and sense of humor/humanity.
Demonstrates high business acumen with the ability to effectively perform and advise at the management level. Possesses advanced problem solving skills and the ability to think strategically, analytically and creatively.
Strong analytical skills with an expert level of proficiency using Excel and performing data analysis. Skilled with numbers, patterns, detail and all types of analysis.
Outstanding written and verbal communication skills partnered with a comfort level in being able to deal with ambiguity. Tailors communication style to engage audience and convey the rationale for decisions. Customer focused with strong relationship building skills. Works effectively with all levels of management and employees.

Preferred Qualifications

Minimum of 10 years of increasingly responsible incentive compensation experience to include a minimum of 7 years of experience leading a global sales compensation function in a complex, decentralized organization
Bachelor's degree in business, finance, marketing or equivalent experience. Master's degree preferred.
CCP designation
CSCP designation preferred

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