Xerox Director, Global Sales Compensation in Norwalk, Connecticut

The Director, Global Sales Compensation will drive the strategy, design, and implementation of all sale compensation matters.


  • Functions as a thought leader and business advisor on sales compensation matters.

  • Provides analytical and thought leadership in support of our "go to market" sales strategy; developing, designing and implementing sales incentive plans and structures that align to our strategy, with application of best practice to design, administration, governance and communication of sales incentive programs.

  • Interfaces globally with Commercial Excellence and Compensation professionals to ensure consistency and collaboration relative to programs & processes.

  • Interactions frequently involve attempting to influence senior level leaders regarding matters of significance to the organization and function.

  • Manages a team of 10 resources.

Main Responsibilities:

  • Work with senior leaders to understand the business strategy and requirements as a baseline to assess current and future incentive plan designs.

  • Present assessment findings and new program/plan design recommendations to Executive leadership for input and approval; provide detailed analysis on incentive plan effectiveness and measure variances from established projections and metrics to enable decision-making;

  • Ensure the business plan and goals are being followed and achieved, providing feedback to department head as needed.

  • Oversee, review and make appropriate adjustments in activities and expenses throughout the fiscal year to ensure optimal financial results and consult with Vice-President, Total Rewards as needed.

  • Provide leadership and oversight across each geography and business on the review and development of incentive programs; linking programs to the overall compensation philosophy and corporate/business goals.

  • Determine positions and departments where incentive programs will be effective in accomplishing the overall corporate strategy.

  • Ensure participation in global incentive compensation surveys to review the current state of the company‚Äôs variable compensation system as it relates to our overall business, target geography or industry.

  • Using data from multiple sources, oversees the creation of models to project the effectiveness of newly designed compensation programs.

  • Maintains a working knowledge of legislative developments and how they impact the compensation function.

  • Work with external peers and vendors for thought leadership and consultation on the review, effectiveness and market positioning of our incentive plans to determine future designs and measurements.

  • Partner with Commercial Excellence, Sales Management, and Finance to provide solutions relating to strategic sales initiatives, spends and related variable compensation needs.

  • Partner with the broader Compensation team, Human Resources, Finance, and business partners to provide a bridge between incentive plans and other reward and recognition plans.

  • Provide leadership and management to the global sales compensation team to set objectives, expectations and timelines.

  • Determine staffing needs and oversee the recruiting, selecting, hiring, training and development of the compensation team.

Candidate Background:

  • Minimum 10 years of experience in progressively complex roles with demonstrated incentive program and policy accountability, preferably within the high-tech industry.

  • Strong knowledge of the Sales function to be able to consult with Executive Management on critical decisions that impact the business

  • The ability to obtain and effectively use information, including the ability to identify the information needed, seek the information from a variety of sources, and skillfully extract and report the information for business benefit.

  • Working knowledge of employment legislation and regulations within geographies supported.

  • Able to logically examine and interpret information from different sources to develop a course of action.

  • Able to champion new ideas, manage change, and execute on action plans.

  • Strong organizational, problem-solving, and analytical skills.

  • Proven ability to effectively deliver difficult messages and driving change, while building and maintaining relationships with senior business leaders.

  • Strategic thinker who can see long-term goals and balance against short and intermediate term needs.

  • Ability to manage priorities and workflow.

  • Strong business acumen.

  • Strong analytical and problem-solving skills, with an eye for detail and accuracy; ability to do root cause analysis.

  • Strong project management skills; ability to manage multiple projects at the same time.

  • Ability to create a workplace environment that fosters collaboration, quality and excellence.

Education Requirements:

  • Minimum-Bachelor's Degree

  • Preferred- Master's Degree

Xerox is an Equal Opportunity Employer and considers applicants for all positions without regard to race, color, creed, religion, ancestry, national origin, age, gender identity, sex, marital status, sexual orientation, physical or mental disability, use of a guide dog or service animal, military/veteran status, citizenship status, basis of genetic information, or any other group protected by law. People with disabilities who need a reasonable accommodation to apply or compete for employment with Xerox may request such accommodation(s) by sending an e-mail to Be sure to include your name, the job you are interested in, and the accommodation you are seeking.

Title: Director, Global Sales Compensation

Location: Connecticut-Norwalk

Requisition ID: 18005338