United States
Experienced Director Compensation and Sales Incentive plans, and Sales Operations with a demonstrated history of working in the computer software industry. Strong information technology professional skilled in Compensation, Management, Analytics, Business Intelligence, Sales Compensation, and Business Process Improvement.
Lead a team of six compensation consultants responsible for 50,000 employees in over 100 countries. • Responsible for all aspects of compensation including executive offers, annual rewards, stock awards, leveling, sales plan eligibility and acquisition integration activities. • Drive the compensation business rhythm including performance and development processes, competitive market analysis, special projects, annual salary and benefit planning. • Responsible for the Sales, Marketing, and Strategy Professions. Consult on compensation and benefits programs across sales segments and sales subsidiaries. • Interpret market analysis and develop recommendations to ensure Microsoft’s compensation and benefits programs are competitive and deliver against our compensation strategies. • Integral role in the total compensation design and implementation of sales incentives. • Lead the Sales Incentive Governance process for the Compensation Committee of the Board of Directors. Ensure that incentive plan design and implementation is in accordance with our corporate standards of business conduct. Validate and ensure that incentive plans have the appropriate oversight.
Managed a team of 17 full time employees and 13 vendors. Responsible for complex data analysis for all aspects of the Sales Incentive Compensation programs at Microsoft for over 23,000 sellers Worldwide with a budget over $700 Million. Last three fiscal years delivered plan performance within 3% of budget. • Evaluated and delivered insights through complex data analysis and predictive modeling to inform plan designs. • Drove plan design process and proposals based on extensive analysis to model anticipated performance of the organization, sales incentive programs, and program participants. • Led team to successfully develop processes, timelines, and tools to deliver quotas to over 23,000 sellers across all geographies and business segments on time and with quality. • Designed and built tools that leveraged Machine Learning and Artificial Intelligence (AI) to forecast quotas at the account and product level to improve accuracy of quotas. • Designed and built a quota distribution tool that was intuitive and easy to use, enabled operations to make changes as needed, and capability to analyze the changes made by the field to improve future iterations of the Machine Learning and AI models. Recipient of Platinum Club in 2012, which is Microsoft’s top award for outstanding achievement.
Provided compensation solutions and appropriate guidance for complex business specific challenges. Worked with senior leadership teams to recommend and implement compensation strategies for key talent. • Core team member for the redesign of Microsoft’s Compensation and Performance Management project. Specifically, responsible for the design of analytic tools and methodology used to understand long-term impact of program changes. Modeled employee experience based upon historical trends. Simplified reporting to allow senior executives to understand the costing implications of trade off decisions.
Responsible for the design and development of sales compensation pay models for all sales positions. Created and managed tools to evaluate and ensure accurate payout of compensation for over 2,500 sales people within the corporate budget of $65 million. Developed plans that had a 99% accuracy of payout to the budget at anticipated performance level for incentive payout. Managed system requirements to maintain and enhance the field sales performance measurement and reporting tool. Ensured that all requirements were realistic and added value to the sales organization, maximized the return on investment for the development budget. Automated manual processes for compensation appeals. Resulted in a significant improvement in the quality, accuracy, and usefulness of appeal data for future enhancements of compensation policies and planning process. The improved appeal process has also significantly increased the creditability of the compensation program resulting in greater moral of sales force.
Worked as a member of a corporate team to convert existing Sales Force from a non-variable total compensation program to a self funded variable compensation design. Coordinated the development of Sales Plans for all sales resources in the Region for measurement and payout of the performance variable component. Designed and performed analysis of Sales Plans to maintain alignment to the Business Plans. Project Manager for the implementation, and rollout of a Sales Force Automation tool to the Region Sales Force. Developed and managed a successful plan to distribute, train, implement, and support the distribution laptops to all sales people. Managed the measurement of usage to ensure that the new automation tool was appropriately engaged into the daily routine of the sales force.
Implemented a technology-based strategy for analyzing market size, and position across the Region. Managed the deployment of a customized software application to implement targeted sales initiatives across large geographic areas. Provided training for technology based solutions to meet the needs of internal data requirements from multiple departments. Utilized Data Warehousing to improve the visibility of performance for pricing policies, Sales Force activities, created a dash board analytic tools to provide Vice President of sales a one page summary of all sales activity and performance to plan.