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For your reference, we have included the original job posting below.
Director, Sales and Variable Compensation
Job Number:
25573974
Company Name:
Avanade
Job Categories:
Sales & Sales Management Management & Business
Director, Sales and Variable Compensation
Director, Sales and Variable Compensation(Job Number: 2408)
Description
Avanade provides business technology services that connect insight, innovation and expertise in Microsoft technologies to help customers realize results. Avanade's services and solutions help improve performance, productivity and sales for organizations in all industries. The company applies Microsoft expertise from its global network of consultants, drawing on the right mix of onshore, offshore and nearshore skills, which together are designed to help deliver results faster, at lower cost and with less risk. Avanade, which is majority owned by Accenture, was founded in 2000 by Accenture and Microsoft Corporation and serves customers in more than 24 countries worldwide with 10,000 professionals. Additional information can be found at .
Short Description: Avanade is looking for a Director of Sales Compensation with at least 8 years of Compensation or Sales experience to lead the Design and Administration of Avanade's Sales Compensation plans and assist with global variable compensation plans.
Description:
The Sales and Variable Compensation Director will be responsible for the annual design process of the Sales Compensation plans. Working closely with sales leadership this role will integrate the sale philosophy, objectives and goals into the sales compensation plans.
Responsibilities include designing, modeling, implementing and administering sales compensation plans, policies and procedures worldwide.
The focus of this role is on strategy and design of our sales compensation plans. Additional responsibilities will include strategy and design for broader Avanade variable pay programs to include short term and long term incentives.
Duties and Responsibilities:
- Integrate sales philosophy and strategy into sales compensation plans.
- Establish global sales compensation strategy to support overall business goals and drive appropriate sales behavior.
- Partner with HR, Finance and leadership to review and modify current variable pay programs to align the organizational goals and objectives.
- Develop and design new variable programs.
- Work with the Sales and Finance departments to develop competitive sales compensation plans which drive performance and achievement of defined business goals and objectives.
- Work with sales and business leadership and to update, modify, and redesign compensation programs on an on-going basis. Make recommendations for program changes to ensure pay for performance and to drive achievement of sales and revenue targets.
- Complete analysis and statistical modeling related to improving the sales plan.
- Work with various international operations, marketing, product, finance and legal functions in the development of plans, applicable terms, conditions and/or policies on a local, country or regional basis.
- Manage the sales compensation administration. Partner with Regional Finance and Sales Operations teams to ensure sales incentives are paid in accordance with plan provisions. This includes the collection and validation of sales and revenue data from Financial and Sales systems, the calculation of bonus payouts, and analyzing payment trends. Lead the resolution of requested exceptions to plan provisions.
- Drive efficiency and operational effectiveness of the sales compensation administration.
- Analyze the effectiveness of sales compensation programs and sales productivity results.
- Review all sales representative sales and revenue performance against payment and provides Senior Management with commentary and recommendations for improvement.
- Research sales compensation market data and trends and participates in surveys. Partner with Area Compensation and Benefits teams, to make recommendations regarding sales compensation programs, including base pay, incentive pay, and total compensation.
- Work with Executives, HR and Sales Management to set competitive global compensation strategy to drive goals and objectives.
- Develop and maintain monthly sales reporting package for Business Development Executives and Directors. Develop ad hoc reports as requested by management.
- Monitor the effectiveness of existing compensation policies, guidelines and procedures. Analyze various internal processes related to Sales and makes process improvement recommendations. Participate on process improvement cross-functional teams. Ensure that all processes are documented in department procedures.
- Communicate with the sales management team on issues and policies as well as responding to requests for information.
- Responsible for adherence to all internal audit and internal control requirements and testing.
- Complete other supporting Compensation analysis as needed. Work with the Director, Compensation and Benefits to develop and manage global compensation programs as needed. Supports the compensation needs of the Annual Review process, Annual Bonus program and Long Term Incentive programs.
- Build strong working partnerships with stakeholder organizational team members.
Qualifications
Requirements:
- Prefer 8 or more years of Sales Compensation, Sales or Sales Consulting experience
- 4-6 years of experience with direct sales compensation plans, practices and procedures
- 4-6 years of experience in design and development of incentive programs
- Demonstrated experience in establishing sales compensation strategy
- Strong negotiation skills, change management and project management skills
- Experience in the professional services industry is desirable.
- Excellent verbal, written and presentation communication skills.
- International experience preferred
- Ability to quickly develop trust and credibility with leadership
- Attention to detail - demonstrated ability to consistently deliver at a high level of accuracy.
- Strong analytical skills with the ability to work independently, conduct research, formulate conclusions and present conclusions regarding complex business issues.
- Strong PC skills in Word, Excel, and PowerPoint
- Working knowledge of HR and financial systems.
- Ability to react positively to changing business environments and requirements.
- Excellent time management skills with the ability to execute under strict deadlines.
- High integrity and strong business ethics
- 3 years of management experience preferred
- Ability to travel internationally
Avanade Is An Equal Opportunity Employer. Avanade promotes equal employment opportunity to all employees and applicants and does not discriminate on the basis of race, religion, color, creed, national origin, sex, age, sexual orientation, status as a protected disabled or Vietnam Era Veteran, disability, or any other legally protected status.
Primary Location : United States
Travel : Yes, 25% of the time
Job Type : Standard
Region - GSC - HR
Job : Compensation & Benefits
Capability Group : Core Services/Business Development
