Program Management Director, Sales Compensation


Location: Bellevue, Washington, United States

Job Type: Full time


Perfection not required
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WWIC Business and Sales Operations (WBSO) leads the work that drives the company strategy through role aligned plans, targets/quotas and performance-based incentives which motivate sellers to deliver results. As a key part of the WBSO team, Sales Incentive Field Operations aligns to these values and objectives through end-to-end ownership of on-time and accurate payments, quota distribution acknowledgement, governance, compliance and escalation management, delivery of top rewards programs, and expert support of our entire seller and partner community. We develop strong global partnerships to drive continuous process improvements and proactively remove potential barriers to world class execution and positive seller experience.

Are you a leader in the governance and compliance fields with solid program management experience who can ensure the most elite sales team in the world (with over 25,000 sellers) has world-class programs and plans designed to drive the company’s strategic objectives, while ensuring risks are properly mitigated through effective controls? Through broad industry and practice knowledge and hands-on technical management experience, you will guide a team of professionals to execute strategy and tactics that deliver optimal results.

As a Business Program Director, you will partner with the Plan Design team to identify risks and determine proper mitigation plans before new programs and compensation plans are launched, and you will lead efforts to ensure proper governance, processes and documentation is in place to handle the approval of exceptions. This includes, but is not limited to development of risk management frameworks, preparing content for senior executives in our Sales Incentives compensation Governance Committee (SICGC), and supporting audit processes, including remediation and resolution of major high impact issues. You will manage relationships across Finance, Legal, HR, Compensation/Benefits, Engineering and Business. We are looking for a candidate who is capable to clearly explain complex processes to all audiences, ranging from extended stakeholders to executive leadership.

You will also work closely with internal and external business stakeholders to manage the International Clearing Program (ICP). This includes, but is not limited to, overall program management, scenario-based program rules definition, training material development and delivery, You will manage relationships with Field teams supporting this process and will handle arbitration requests, ensuring these are handled in a way that minimizes the time spent by our sellers and senior executives discussing revenue allocations.


  • Lead the annual process to identify key risks and mitigation plans before the incentive compensation plans are approved; Partner with HR C&B team to prepare the documentation to drive the Sales Incentives Compensation Governance Committee (SICGC) agenda and memo. This documentation must be ready for our top executives consumption.
  • Early engagement before landing of plan design strategic initiatives. Develop framework to ensure programs and plans are reviewed before implementing them, and there’s an approval process executed with proper governance.
  • Develop a deep understanding of our business and our incentive compensation plans and programs to identify risks and governance gaps, and develop mitigating strategies to minimize risk
  • Establish governance as a foundational & cultural pillar of doing business in our organization. Ensure adherence to business rules and on-going monitoring, ensuring a principled approach while reviewing exceptions
  • Identify key required controls across WBSO processes, ensuring processes are in place to monitor risks based on materiality, and results are communicated and acted on appropriately
  • Overall end to end management of International Clearing Program (ICP) including program guidelines/principles review and updates, stakeholder engagement, leadership of support team and arbitration management
  • Supports internal and external audit readiness
  • You will have regular engagement with senior leadership in Field Operations/WWIC and will need to build strong partnerships to generate win-win solutions and have the confidence to impact and influence change with cross-functional teams.
  • Document exception scenarios to create clear resolution guidance and repeatable processes
  • Work with a high degree of autonomy
  • Complete and lead special projects, as needed


Required/Minimum Qualifications:

Required/Minimum Qualifications

  • Bachelor's Degree in Business, Finance, Computer Science, Data Science, Engineering, Economics, or related field AND 10+ years experience in compensation, business management and operations, finance and analytics, human resources and people analytics, marketing, or sales strategy
    • OR equivalent experience.

Additional or Preferred Qualifications

  • Master of Business Administration Degree or Master's Degree in Finance, Computer Science, Data Science Engineering, or related field
  • 7+ years experience working in a large or highly matrixed organization, preferably in the technology industry.
  • 5+ years program leadership/management experience.
  • 7+ years experience modeling data or statistical forecasting using software packages (e.g., ADX/Azure Stack, SQL, R, Python, Excel).*
  • Ability to think strategically and to develop key processes and communications that facilitate program development, execution, and outreach.
  • Proven effectiveness driving multi-stakeholder planning processes and cross-team projects to desired results
  • Strong executive communication experience; Excellent oral, written and verbal communications skills
  • Strong Customer Relationship Management skills
  • General understanding of sales coverage models or incentive compensation
  • Exceptional problem solving and analytical skills

Additional/Preferred Qualifications:

  • Aptitude for working with and designing tool & system solutions
  • ​PMP Certification or relevant education or experience in cross-functional project management and leadership skills leading to positive organizational change
  • CIA, CISA, or other relevant certification, education, or work experience
  • Master level qualification desirable

The following Microsoft competencies will be successful in this role, inclusive but not limited to:

  • Adaptability - Demonstrates curiosity and actively explores options. Respond efficiently to changing demands and circumstances. Functions effectively in ambiguous situations
  • Collaboration- Drive's alignment and teamwork within a team and across organizational boundaries. Combine resources and join efforts to achieve goals.
  • Customer Focus - Anticipates customer needs, proactively meets/exceeds customer expectations. Recognize the issues that customers want to resolve, and create, or facilitate the solution to address customer needs.
  • Drive for Results - Tenaciously pursues positive outcomes, using effective approaches to solve problems. Delivers on commitments and seek increasingly challenging work. Take responsibility and hold others accountable for actions, decisions, and goals.
  • Influencing for Impact- Consciously develops influence strategies; anticipates others' reactions.
  • Judgment- Effectively solves problems, Builds, and applies knowledge. Make decisions with conviction.

Values expected to be demonstrated:

  • Integrity and Honesty, Passion, Open and Respectful, Accountable, Big Challenges, Self-Critical


The salary range for this role based in Colorado is from $148,000 to $222,000. At Microsoft certain roles are eligible for additional rewards, including annual bonus and stock. These awards are allocated based on individual performance. In addition, certain roles also have the opportunity to earn sales incentives based on revenue or utilization, depending on the terms of the plan and the employee’s role. Benefits/perks listed here may vary depending on the nature of your employment with Microsoft and the country where you work. US-based employees gain access to healthcare benefits, a 401(k) plan and company match, short-term and long-term disability coverage, basic life insurance, and fitness benefits, among others.

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.

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

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