The Field Compensation Director will have responsibility for managing a team of high performing people that provide leadership & guidance to the field sales organization. The team leverages our incentive compensation programs to enable the company’s strategy, motivate sellers to deliver on those outcomes, and rewards their success in doing so. This includes landing the compensation plan and training the field, driving strategic discussions on compensation models and guiding the business on the right solutions.
Other responsibilities include but are not limited to:
• Provide daily direction and guidance to team of direct reports to ensure deliverables are met/exceeded
• Provide coaching and mentoring to direct reports and other team members regarding their current skills/interest/responsibilities relative to their short and long-term career goals
• Ensure all HR processes (annual review, MYR, training etc.) are executed in quality & timely manner
• Drive clear accountability for roles and responsibilities as it relates to any business partnership agreements Building strong trusted partnerships with key stakeholders (Finance, HR, Sales excellence and Sales management) to proactively identify and address business needs from a compensation plan perspective
• Develop, communicate and gain agreement on global incentive processes with all related communities. Includes Quota Setting, Payout, Revenue Adjustments, Quota Adjustments processes and Revenue Disputes
• Contribute to the strategic direction of Incentive Compensation by partnering with Finance, HR, Sales Excellence and other stakeholders to providing input/feedback to plan design, policies, guidelines, and operationalizing the plans
• Deliver quality quotas and accurate incentive payments on time in order drive Microsoft’s strategic objectives
• Define new area or sub specific factors that must be considered in on-going plan deployment, ensuring compliance with the business rules for Incentive Compensation Evangelize Microsoft’s Compensation Strategy to all levels of the sales organization
Core competencies:
• Analytical Problem Solving - Systematically considers the implications of problems and solutions in more than one domain at a time and does not solve a problem in one domain in a way that causes a problem in another
• Confidence - Acts confidently in uncertain circumstances; works effectively in ambiguous situations Cross-Boundary
• Collaboration - Seeks support for collaborative activities from upper management; informs upper management about how they can be more successful with a collaborative approach in certain areas
• Impact and Influence - Consciously develops influence strategies; anticipates others' reactions Interpersonal
• Awareness - Understands less-obvious reasons for others' concerns, behaviour, and perspectives
• Trusted Advisor - Probes the expressed and unexpressed needs of clients and peers to understand underlying issues. Strategic Insight - Probes for additional information when necessary but does not get side tracked by extraneous details
Values expected to be demonstrated:
Integrity and Honesty, Passion, Open and Respectful, Accountable, Big Challenges, Self-Critical
Basic Qualifications:
• Bachelor’s Degree in Business, Engineering, or Finance
• Minimum 8-10 years’ experience in compensation, business operations, or finance management role
Preferred Qualifications:
• Proven people leader that inspires, motivates and gets the best out of their team
• Cultural maturity in managing a distributed team and associated stakeholders
• Ability to communicate effectively with all levels of business including subsidiary leadership
• Excellent customer service and account management skills to build strong business partnerships
• Strong analytical, problem solving, decision making and emotional intelligence skills
• Knowledge of the software business and industry best practices
• Ability to develop and implement creative solutions and influence others in their adoption.
• Excellent oral and written communication skills, including presentation experience and interpersonal skills.
• Deep awareness of process design and optimization and skills to drive transformational change
• MBA or Masters level qualification desirable
• Proficiency using all Microsoft software & technologies
• Demonstrated experience in using compensation as a lever to positively influence sales behaviour
• Business level fluency in one or more language, e.g. German, French, Spanish, etc.
• Familiarity with a sales culture, strong business acumen and ability to serve as an evangelist for Microsoft
• Attention to Detail with “big picture” thinking to understand the key trends and levers that drive the business
• Excellent planning & time management skills, ability to succeed in direct accountability and influence structures
• Capable of defining & implementing business strategies in a fast, ambiguous & results-oriented environment
• Excellent problem-solving skills and the ability to resolve conflict and exercise sound business judgment
• Ambitious, self-starter with the ability to multi-task, manage priorities and reprioritize as necessary
• Project Management skills and ability to drive complex projects globally
• Ability to use industry benchmarking data to build recommendations for critical business decisions
• Willingness to travel
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