Incentive Compensation Design Director

Genesys empowers organizations of all sizes to improve loyalty and business outcomes by creating the best experiences for their customers and employees. Through Genesys Cloud, the AI-powered Experience Orchestration platform, organizations can accelerate growth by delivering empathetic, personalized experiences at scale to drive customer loyalty, workforce engagement, efficiency and operational improvements.

We employ more than 6,000 people across the globe who embrace empathy and cultivate collaboration to succeed. And, while we offer great benefits and perks like larger tech companies, our employees have the independence to make a larger impact on the company and take ownership of their work. Join the team and create the future of customer experience together.

The Director of Incentive Compensation Design is a critical role in the execution of Genesys’ business strategy and incentive compensation programs.  This role will report to the VP of Global Incentive Compensation and will be responsible for co-managing the plan design process; developing recommendations for year-over-year plan changes and partnering with the plan administration team to ensure that systems constraints are considered during the design phase and the incentives management system is optimally configured.  This includes working with executive leaders to understand strategic business objectives, assessing the success of current incentives, proposing new incentive designs, performing in-depth plan performance analyses, securing final decisions and approvals, and communicating new incentives to leaders and employees.  Ideal candidates will have a bachelor’s degree with an emphasis on business or accounting, with at least 10 years of experience in Incentive compensation for Sales and Marketing, including both plan design and administration.

The scope includes commission plans, bonus plans, and temporary incentives (“SPIFFs”) for Sales and Marketing roles, including Account Executives, Sales Managers, Solution Consultants, Business Development Representatives, and new, experimental roles.  The person must have a solid understanding of software company go-to-market models and how to align incentives with distinct roles (e.g., industry specialists, account managers, product overlays, etc.), in addition to direct experience in design of plan mechanics, commissions administration, and plan document distribution.

Key Responsibilities

• Co-lead a cross-functional process to align incentives with company’s strategic and operational goals

• Determine pay mix, performance measures, weights and mechanics to drive desired behaviors by role

• Assess the effectiveness of current incentive plans in driving the desired behaviors

• Assess the performance of worldwide Sales resources against current goals (e.g., percent of reps achieving quota)

• Brief executives on current sales performance and obstacles

• Manage plan design exception requests from regional sales leadership

• Oversee the creation of cost of sales models to evaluate plan scenarios

• Design temporary incentives (e.g., “SPIFFs”) to support short term priorities

• Project-manage deployment of plans across internal and external business partners, from documentation of final plan designs and policies through plan deployment

• Define requirements for the incentives management system and work with the plan administration team updates to configure and update to the incentives management system

• Communicate with field and relevant stakeholders on program changes and policies in a compelling and effective manner.

• Work with Finance to analyze the cost of plan changes and lead trade-off discussions as required.

• Oversee the creation of a scorecard to evaluate plan effectiveness, working with enablement to drive programs that increase productivity.

• Understand and track the sales capacity and cost of incentive compensation programs

Requirements:

• Bachelor's degree in an analytical discipline; MBA is a plus.

• 10 or more years incentives design experience in a consulting or sales operations role, ideally in the enterprise software industry

• Knowledge of typical comp plan structures in enterprise software (quotas, accelerators, pay mix, and payout curves). Experience with approaches to incenting cooperative selling across complex multinational accounts.

• Deep subject matter expertise and business process knowledge across territory management, sales account coverage, sales crediting and compensation

• Demonstrated ability to lead by influence and manage change

• Excellent communication skills and tactful diplomacy

• Excellent written and presentation