Sales Compensation Specialist

Website Microsoft

Do you believe in data-driven performance insights for better decision making and coaching? Are you seeking a role which plays an integral part in driving transformation across the whole Microsoft sales organization and offers you direct connection to all the key Microsoft teams, their strategic priorities and their metrics for success? If your answer is yes, then the WWIC (Worldwide Incentive Compensation) team in the MCAPS E&O (Microsoft Customers and Partners Enablement and Operations) group is the place for you!

For Microsoft to be successful now and in the future, it is critical that we stay focused not only on the revenue we produce today, but also on non-financial metrics that keep us focused on acquiring new customers and ensuring that our customers use, and therefore get the best value from the solutions we provide.

The Quota & Revenue Allocations team within WWIC manages the process through which we set aspirations for those non-financial measures of success as well as how we cascade those targets down to geographic regions and customer segments. The metrics we manage targets for come from a variety of disparate sources with varying levels of historical data and incorporate different conceptual measure types (active users, consumed revenue, customers added, market share, penetration, etc.) We are looking for a Sales Compensation Specialist.

In addition to being closely reviewed through monthly and quarterly review processes, in most cases the measures land in seller’s individual compensation which means we need to set these targets very carefully and thoughtfully consider and monitor changes to them throughout the year – as well as promote a sense of fairness in the targets between accountable teams.

Microsoft’s mission is to empower every person and every organization on the planet to achieve more. As employees we come together with a growth mindset, innovate to empower others, and collaborate to realize our shared goals. Each day we build on our values of respect, integrity, and accountability to create a culture of inclusion where everyone can thrive at work and beyond.


  • The Sales Compensation Specialist is responsible for managing the annual target setting process for non-financial metrics – including setting modelling standards and leading some modelling – working across Finance and MCAPS to ensure robust models are developed that lead to attainable yet challenging targets. Ensure compensation target models are conforming, have appropriate stretch and ladder to multi-year aspirations / growth plans.
  • Builds trusted advisor partnerships with cross-functional leaders and managers, representing the organization to MCAPS Leaders – accomplish initiatives and serve sales leaders through influencing cross-functional teams (e.g., finance, business/engineering groups, HR, sales segments) and multi-country team members. Partners with other WWIC teams to oversee plans/programs that produce customer centric metrics and targets.
  • Designs cohesive, data-driven stories to solve compensation related problems, simplifying the complex and connecting dots across available data. Frames insights and caters analytical storytelling to the audience.
  • Works with metric owners to document and track metric measurement and return on investment calculations – after models are finalized builds measurement system to track and report ongoing progress against model assumptions. Develops post-metric launch reports and/or data visualizations to communicate results and quantify business impact across the organization.
  • Engage with BSO and SOPM teams for landing, readiness and feedback on target models and distribution methodologies as well as first review and triage on escalations.
  • Leverages vendor team to run the tenant to TPID process and annual sales team competition process and final results (Top Subsidiary).
  • Leading business financial planning/business management in a sophisticated cross functional and international capacity, while overseeing the implementation and usage of complex analytics at senior levels of management.
  • Embody our culture and values.


Required Qualifications:

  • Bachelor’s Degree in Business, Finance, Computer Science, Data Science, Engineering, Economics, or related field AND 7+ years experience in compensation, business management and operations, finance and analytics, human resources and people analytics, marketing, or sales strategy
    • OR equivalent experience.
  • 5+ years of finance, marketing, sales excellence, or operations experience.
  • 4+ years experience with Excel.

Preferred Qualifications

  • SQL and BI tools knowledge.
  • Experience in finance, business intelligence or process management.
  • Organized and detail-focused, effective communication and presentation skills, as well as cross group collaboration experience.
  • An effective learner, who assimilates new domain knowledge, ideas and information quickly.
  • Advanced Excel skills.
  • Analytical and interpretative capabilities to work with massive amounts of data from numerous sources and get a holistic view.
  • Ability to effectively manage priorities under time pressure.
  • Experience operationalizing business scorecards and/or dashboards.

Sales Compensation IC5 – The typical base pay range for this role across the U.S. is USD $112,200 – $194,800 per year. There is a different range applicable to specific work locations, within the San Francisco Bay area and New York City metropolitan area, and the base pay range for this role in those locations is USD $142,200 – $213,200 per year. Certain roles may be eligible for benefits and other compensation. Find additional benefits and pay information here:


Microsoft is an equal opportunity employer. Consistent with applicable law, all qualified applicants will receive consideration for employment without regard to age, ancestry, citizenship, color, family or medical care leave, gender identity or expression, genetic information, immigration status, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran or military status, race, ethnicity, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable local laws, regulations and ordinances. If you need assistance and/or a reasonable accommodation due to a disability during the application process, read more about requesting accommodations.

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