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Microsoft Corporation Incentive Compensation Plan Design Manager in Pittsburgh, Pennsylvania

The Mission and The Team:

Our sellers are key to how customers and partners understand Microsoft’s products and strategies, but how do we align the conversations of thousands of sellers with each other and with the company’s strategy? Making sure that the sellers are having the right conversations at the right time is critical to the company’s success, and the Incentive Compensation team connects strategy to seller behavior in one of the most important ways: by determining how sellers get paid.

The Plan Design Team is a part of the Sales Operations & Incentives group. The group’s 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 more than 25,000 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.


The Role:

The Plan Design Manager role will focus on three businesses: Business Applications (that is, Dynamics 365 and Power Apps), Consumer Channel Sales and Marketing (CCSM), and Device Partner Sales (DPS). You will work with the sales and marketing leaders for these businesses, especially the corporate role owners who define the job requirements and behaviors that we expect from our sellers. Your job is to understand the needs of the business and design compensation plans and incentive programs that support the business strategies. In addition to the corporate leaders, you will work with sales managers and field leaders to understand which programs are working well to motivate sellers.

You will have responsibility for:

  • Annual planning – determining the compensation plans for the next fiscal year.

  • Incentive programs – deciding which special programs are needed to emphasize certain products or outcomes on a short-term or long-term basis.

  • Sales contests – for any “on top” bonus programs that are proposed, you will evaluate the merits and approve or modify the proposals.

  • Partner with HR to align roles to plans, to evaluate pay mix (i.e., what percent of a seller’s pay should be base pay vs. variable pay), to evaluate incentive mix (i.e., what percent of a seller’s variable pay should be based on quantitative metrics vs. qualitative evaluations of the manager), and to manage sales force transitions.

  • Partner with finance to understand the revenue goals, the relative weighting of products in the budgets and in the compensation plans, and the impact of incentive programs.

  • Partner with business leaders, not only for the annual planning cycle but also for quarterly and ad hoc reviews to monitor performance and respond to changes in the product strategy or market environment.

  • Partner across the SO&I team to ensure that your designs are implemented well and achieve the desired outcomes.

  • Monitor the sales performance and make mid-course corrections as needed.


The successful candidate will have:

  • A great attitude, and a desire to excel and grow both personally and professionally.

  • Business partnership experience.

  • Relevant experience with sales models and annual planning cycles.

  • Demonstrated analytical and problem-solving skills.

  • Ability to achieve results through both individual and cross-team efforts, to manage multiple projects at the same time, and to work effectively under deadline constraints.

  • Ability to think strategically and communicate effectively, with the capability to guide, educate, and influence the thinking of senior decision makers.

Minimum Qualifications:

  • Over 8 years of related experience.

  • Excellent communication skills – both written and verbal.

  • Proven ability to impact results even under difficult or ambiguous circumstances.

  • Bachelor’s degree required. MBA a plus.

  • Knowledge of internal finance rhythms and tools preferable.

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 (https://careers.microsoft.com/us/en/accommodationrequest) .

Benefits/perks listed below may vary depending on the nature of your employment with Microsoft and the country where you work.