Quota Planning and Sales Compensation Lead

Quota Planning and Sales Compensation Lead

Job Description:

Job Role:

The GTM /Quota Planning and Sales Compensation Lead is a member of the global Commercial Operations team and reports to the Operations Director GTM Execution. The Commercial Operations organization is a professional, committed, and dynamic international team that provides an invaluable contribution to the business's success.

This is a high-profile role in the GCO Sales Organisation which requires a candidate with strong commercial acumen, experience of driving end to end quota planning processes and a solid understanding incentive programs appropriate for the different roles in the go to market organization. The role involves working and collaborating with senior sales and business unit and functional leaders, requiring strong stakeholder management skills. In addition, the role requires working effectively across different cultures, and a can-do and proactive approach is essential. Ideally, candidates will have international experience in the Software/Software Consulting sector with exposure to different planning and Commission Management tools.

Key responsibilities of the role include:

• GTM / Quota Planning:
  • Designing and implementing motivational and effective compensation plans.
  • Governance of quota planning process, from corporate targets to sales rep quota, trough to the issuing of individual quota letters for sales and supporting roles in the GCO organisation .
  • Close collaboration with field planning teams (Sales Management, Field Sales Ops, Finance and HR) on individual comp plan definition.
  • Oversight of quota creation, approval procedures and maintenance of approvers.
  • Troubleshooting of process issues related to the planning tool (Anaplan).
• Sales Compensation:
  • Working with cross-functional teams to streamline, simplify and enhance the commission management process for future requirements.
  • Being the point person to review and analyse sales rep performance data, provide management with required visibility, and advise business decisions.
  • Oversight of commission dispute and adjustment process and implementation of process simplifications in collaboration with commission administration team

Personal Characteristics:

• Proven collaboration skills, with the ability to achieve results leading and participating in cross-functional teams.
• Ability to identify, research, coordinate and resolve issues.
• Always looking for better ways to do things and reduce complexity.
• organized with the ability to multi-task across multiple deliverables.
• Ability to divide complex projects into smaller deliverables.
• Self-driven and detail-oriented with high standards of accuracy and precision.
• Ability to learn new systems quickly and work with large amounts of complex data.
• Limited Travel will be required to review and understand the business.

Candidate Qualifications:

• More than 5 years of experience in an enterprise high tech or software environment with experience in a Compensation / Business Planning, Sales Operations, Sales, Finance, Sales Support.
• Strong time management, project management and organizational skills.
• Computer skills including advanced MS Excel, Word and PowerPoint, is essential.
• Strong data analysis skills, including typical BI tools like PowerBI, Tableau.
• Experience with Anaplan and common incentive management tools (Xactly, Callidus) is a plus.
• Candidates must have good phone and written communication skills and the demonstrated ability to work as part of a team.
• Fluency in English is required, another European language a plus.

Job:

Sales Operations

SUSE, the world’s largest independent open source software company, powers digital transformation with true open source technologies for the enterprise that simplify, modernize and accelerate traditional, cloud and edge solutions. SUSE collaborates with partners, communities and customers to deliver and support solutions that enable mission-critical business outcomes. SUSE’s container and cloud platforms, software-defined infrastructure, and artificial intelligence and edge computing solutions allow customers to create, deploy and manage workloads anywhere – on premises, hybrid and multi-cloud. For more information, visit www.suse.com.