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Carbon Black

Provides security solutions to detect and prevent cyber threats.

Compensation Program Manager
Waltham, MA, US
Job Description / Skills Required

Why Carbon Black?

At Carbon Black, you’ll have the chance to make an impact in the ever-evolving cybersecurity space. Our advanced technology tackles even the toughest challenges and stays ahead of the latest threats. If you want to join an agile company that’s building bleeding edge technology in the cloud, Carbon Black is the place for you. Driven by passionate people who are dedicated to making the world safer, it’s no wonder we’ve been named a “Top Place to Work” by the Boston Globe for four consecutive years. Join us!

Why You Matter

In this newly-created role of Compensation Program Manager, you will provide compensation consulting to the Global Sales organization. This role will work closely with Sales Executive leadership, Sales Operations, HR and Finance to deliver innovative solutions that continue to attract, motivate and retain employees, drive new business, and reward top sales performers. This position works with and reports to the Vice President of People Operations and Global Compensation.

You will be the Subject Matter Expert on all Sales Incentive Plans for the organization and have the ability to make strong, data driven recommendations. You will interact directly with HR business partners as well as various levels of senior management in clearly communicating the Compensation programs. You will have deep compensation knowledge and the ability to consult with, influence, and periodically push back effectively on senior level leaders. Flexibility is also a key job success factor to support a rapidly growing, very dynamic sales organization.

What You’ll Do

You will drive the entire incentive design process, from working with leaders to understand business strategic objectives to assessing the success of current incentives to proposing new incentive designs to determining, operationalizing and communicating new incentives. You will accomplish this by leveraging your knowledge of how software companies go to market in order to align incentives with distinct roles (e.g. industry specialists, account managers, product overlays, etc.).

Downstream of plan creation, you can expect that another team will administer and pay on the plans. However, it is critical that you understand the systems and processes used so that systems abilities are considered in the design phase.

Sales Plan Design

Define and lead a cross-functional process to align sales incentives with company’s strategic and operational goals. Assess various incentive plan designs to align with market pay competitiveness and business strategy and recommend incentive plan designs. Build consensus with leadership around recommendations and manage projects to on-time completion.

Coach Sales Executives on sales compensation best practices. Offer plan alternatives for achieving strategic objectives along with potential outcomes. Provide recommendations on proposed plan exceptions. Design compensation plans for new or evolving business models.

Partner with Finance on creation of cost of sales models to evaluate plan scenarios predicting the cost of incentive compensation programs

Clearly communicate manager responsibilities regarding Plan and Quota communication and provide the tools and information needed to answer questions about the Sales Compensation Plan.

Partner with managers annually to rollout the sales incentive compensation plans to the global sales team and any new processes tied to the measurement of the sales incentive compensation plan and goals.

Measure the effectiveness of our sales compensation programs to get results and reward great outcomes. Build out standardized templates and report out to Executives on a quarterly basis. Provide recommendations for improvement.

Build and maintain sales compensation knowledge and expertise such as participating in sales compensation surveys, industry group meetings and seminars or sales compensation associations and groups.

Build and maintain solid relationships with the HR Business Partner, Sales Leadership, Sales Operations and Finance, through a proactive approach in anticipating needs and bringing a solutions oriented mindset to resolving issues.

Ensure that all business Governance & Audit guidelines for Sales Incentive Plan administration are consistently followed and implemented for all incentive participants.

Sales Compensation Consulting

Perform compensation consulting and detailed analysis on all aspects of compensation programs, including base salary, and variable incentive programs for the Sales organization.

Provide support and guidance for HR Business Partners and Line Managers throughout the year and through the annual talent management and compensation review process.

Advise Sales Leaders, HR Business Partners and Talent Acquisition in making compensation related recommendations for offers, promotions, transfers, job leveling and market pricing.

Partner with HR Business Partners to educate managers and employees on compensation programs.

Provide business perspective and input for the design of Global Reward programs, policies, procedures, practices, systems, communications and reporting of key metrics

What You’ll Bring

Bachelor’s degree in Human Resources, Business or related field of study
5-8 years of increasingly responsible sales incentive compensation experience
Experience working with sales compensation program design, competitive market analysis, forecasting trends/costs and modeling outcomes
Knowledge of typical incentive plan structures in enterprise software (quotas, accelerators, pay mix, and on-target earnings)
Strategic thinking and strong project management skills as demonstrated through long-term planning initiatives
Experience in designing sales compensation plans that support various pricing and selling models in direct and indirect channels, and territory and account sales.
Demonstrated experience leading a cross-functional team that delivers results; using cross group collaboration and influence management among resources not directly under one's control.
Strong capability in managing multiple deliverables. Must be able to respond to multiple demands and deadlines effectively.
Customer-focused with strong relationship building skills. Works effectively with all levels of management and employees.
Excellent communication, collaboration and consulting skills
Excellent written and presentation skills
Expert with Microsoft Excel and PowerPoint

Preferred Qualifications

Experience in a high tech or software environment
Experience with Workday and/or SFDC
Experience working in a global, diverse and multicultural environment
Certification in Human Resources such as a CCP, PHR, SPHR or GPHR

Who We Are

Carbon Black is the leading provider of next-generation endpoint security. Carbon Black’s Next-Generation Antivirus (NGAV) solution, Cb Defense, leverages breakthrough prevention technology, “Streaming Prevention,” to instantly see and stop cyberattacks before they execute. Cb Defense uniquely combines breakthrough prevention with market-leading detection and response into a single, lightweight agent delivered through the cloud. With more than 13 million endpoints under management, Carbon Black has more than 3,600 customers, including 30 of the Fortune 100. These customers use Carbon Black to replace legacy antivirus, lock down critical systems, hunt threats, and protect their endpoints from the most advanced cyberattacks, including non-malware attacks.

Carbon Black, Inc. is an EEO/AA employer. Carbon Black is an inclusive employer that believes in workplace equality, supports diversity, creates a welcoming environment, and respects the unique qualities each individual brings to the company.