Quota Program Manager

Last updated 5 hours ago
Location:Atlanta, Georgia, Bellevue, Washington, Chicago, Illinois, Irving, Texas
Job Type:Full Time

The Worldwide Incentive Compensation (WWIC) team mission is to Enable Strategy, Motivate Sellers, Reward Results. In pursuit of this mission the team designs and implements variable incentive-based compensation plans for sellers, sales leaders and consultants across Microsoft. We are experts in Incentive Compensation at Microsoft responsible for aligning incentive plans and targets (quotas) to motivate seller behavior and drive the company's strategies. We are also end to end owners of incentive compensation processes and data which includes quota setting management, delivering timely and accurate payouts, providing business insights based upon performance of sellers to field/segment leaders and executives, business partnering with the field/segments on Incentive Compensation topics, driving continuous process improvement through review and analysis of incentive compensation performance.

The Quota Program Manager is an individual contributor within the Quota Management Team. Almost 25,000 sellers in Microsoft have a revenue-based sales quota that is strategically aligned with their role and their geography. There are multiple inputs that feed into a seller’s quota. This role is responsible for quota management process for specific segments. This includes end to end understanding of financial target setting, compensable metrics, over-assignment, seller setups, territory and seller assignment, Quota Distribution, and readiness in the field.

This role is responsible for ensuring all sellers receive the right quota and start the fiscal year strong. In addition, this role is responsible for ensuring sellers’ targets are maintained throughout the year and any changes adhere to the in-year governance policies in order to minimize changes to quota.

Responsibilities

  • Be the subject Matter Expert in Quota Management for the assigned segments.
  • Engage with senior leadership and executives to understand the evolution of sales strategies to ensure that sellers' quota setting methodologies, models and motivational levers of our sales incentive plans are aligned
  • Lead continuous improvement and innovation in Quota Management automation, quality score, in-year governance, ad-hoc and standardized reporting, ensuring agility in delivering results while consistently maintaining and improving quality
  • Improve field Business and Sales Operations (BSO) experience and seller experience; where they understand and respect the Quota Management process and appreciate the experience across process and tools
  • Drive quality and scale across all quota management processes and tools (including future year business rule, in-year governance, standardized workflows, tool mechanics and functionality), ensuring agility in delivering results in alignment with business strategy

Analytical Problem Solving - Using thought leadership (and data) to systematically consider end to end implications of problems and develop potential solutions.
Confidence - Acts confidently in uncertain circumstances, works effectively in ambiguous situations, ability to engage stakeholders up to EVP level in compensation principles and discussions.
Leadership - Ability to manage your own portfolio or Segment group, including full autonomy for engagement and driving desired results.
Trusted Advisor - Probes the expressed and unexpressed needs of clients and peers to understand underlying issues and develop proactive and coherent plans to resolve these in a timely manner.
Multi-Task: Ability to prioritize and function well in a dynamic and ambiguous environment. Must be able to work on multiple projects simultaneously with delivery deadlines.
Communicate - Ability to communicate effectively with a variety of levels (oral, written and in person).
Influence: Ability to influence without authority.
Executive Presence – interpersonal skills, including presentations across all levels of a matrix organization.
Detail Oriented - Outstanding attention to detail with maturity in managing a global segment across many stakeholder groups.

Qualifications

  • At least 5 years overall experience to include sales compensation, finance, sales excellence and/or sales operations roles
  • BA/BS in Business, Engineering, Finance or equivalent
    Financial modeling skills preferred
  • Functional knowledge of SQL and Power BI preferred.

Microsoft is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable laws, regulations and ordinances. We also consider qualified applicants regardless of criminal histories, consistent with legal requirements. If you need assistance and/or a reasonable accommodation due to a disability during the application or the recruiting process, please send a request via the Accommodation request form.

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