Senior Manager, Global Sales Compensation

Vmware, Inc. Palo Alto , CA 94306

Posted 4 months ago

Business Summary:

VMware is the leader in virtualization and cloud infrastructure solutions that enable our more than 350,000 enterprise and SMB customers to thrive in the Cloud Era/ A pioneer in the use of virtualization and automation technologies, VMware simplifies IT complexity across the entire data center to the virtual workplace, empowering customers with solutions in the software-defined data center to hybrid cloud computing and the mobile workspace.

Our team of 20,000+ people working in 50+ locations worldwide is committed to building a community where great people want to work long term by living our values of passion, innovation, execution, teamwork, active learning and giving back. If you are ready to accelerate, innovate and lead, join us as we challenge constraints and problem solve for tomorrow today.

Primary Responsibilities:

The Senior Manager is accountable for supporting the design and delivery of end to end Total Reward solutions (strategies, frameworks, processes, procedures and policies for all Sales Incentive issues such as base pay, variable pay, MBOs, SPIFs, Presidents Club, M&A Integration) across both SaaS, Perpetual, and Services sales groups sales groups. Given our organic and inorganic growth trajectory, you will focus on our emerging sales groups and have accountability for developing playbooks for streamlining and developing best practice approaches that scale across specialty groups and tie into our core sales groups. This role will report directly to the Senior Director of Global Field Incentives.

  • Support the Compensation processes definition, execution, measurement and/or continuous improvement for Services, SaaS and Perpetual Software Sales.

  • Contribute to field incentive strategy definition and execution, creating change management plans and ensuring alignment and full support to VMware business and people strategy

  • Lead sales compensation M&A due diligence and integration planning as required, and in conjunction with business and operations leads assigned to specific initiatives.

  • Close collaboration with the Sales Operations, Finance and HR communities and business leaders to effectively and efficiently supervise, direct and manage all efforts required for the design, implementation and continuous improvement of compensation solutions that drive employee engagement, optimize program operations and support the achievement of strategic objectives and sustainable business results.

  • Integrates external and internal best practices to drive strategy development and design excellence/competitiveness.

  • Support the management of strategies, activities, deliverables and resources across the key areas of Total Rewards for Sales (Compensation, Variable Pay, OTE Mix, SPIFFs, MBOs, President's Club, Platform Job).

  • Monitors compliance with legislative requirements, reporting, data protection and privacy issues. Including alignment with Workers Councils across the Globe.

  • Supports the Global Sales Compensation Committee and Escalations on compensation related to the field.

  • Represents the company externally on specific Total Reward subject matters as and when required, being able to influence the market.


  • 10+ years' experience in sales compensation strategy and execution.

  • Strong understanding of SaaS-based Sales compensation strategy.

  • Strong interpersonal and team building skills; ability to work with a diverse team and influence/drive change across functional and business boundaries.

  • The ability to operate effectively in a rapidly scaling, dynamic environment, be able to manage multiple stakeholders and groups simultaneously and have strong communications skills

  • Demonstrated expertise and success in the analysis, design, and automation of business processes.

  • Deep experience in supporting sales organizations, processes, and strategy and can be a trusted advisor to sales leadership.

  • Understanding of leading sales compensation technology (Varicent, Callidus, etc.)

  • Expert knowledge of typical incentive plan structures in enterprise software (quotas, accelerators, pay mix, and on-target earnings).

  • Demonstrated ability to apply analytic techniques to open-ended business questions.

  • Excellent communication skills and tactful diplomacy.

VMware offers:

  • Attractive compensation package - competitive salary, flexible bonus structure, and additional long-term incentives

  • Balanced work environment - company sponsored medical insurance program, food and beverage program, sport activities, open communication

  • Work-life balance paid vacation, regular team building, and celebrations

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Senior Manager, Global Sales Compensation

Vmware, Inc.