Overview

Microsoft’s sellers play a critical role in shaping how customers and partners perceive the company’s products and strategies. To ensure coherence and alignment among thousands of sellers worldwide, it is essential that all conversations reflect the company’s strategic objectives. The Worldwide Incentive Compensation (WWIC) team bridges this gap by connecting company aspirations with seller incentives, ensuring that sellers engage in the right discussions at the right times to drive business success.

The WWIC team is responsible for designing, implementing, and operating sales and incentive plans across Microsoft, impacting over 40,000 employees. The vision of WWIC is to deliver best-in-class incentive compensation, from design to deployment, that motivates sellers to maximize their success and rewards. This approach supports sustainable growth, increases market share, and promotes customer success.

This Global Revenue Allocation Lead role is pivotal in improving operational efficiency for revenue allocation among Microsoft Sellers who cover hundreds of multinational customers. The responsibilities include defining strategies to foster revenue growth, ensure efficient revenue recognition, maintain high operational efficiency, and encourage optimal seller behaviors aligned with the company’s goals. The role also focuses on identifying opportunities for optimization through AI agents, leveraging expertise in data analytics and business acumen in International Revenue Allocation. Collaboration with cross-functional teams is essential for driving strategic alignment and seamless execution. The role involves engaging diverse stakeholders, managing complex relationships, and promoting innovation throughout the organization.

Responsibilities

• Shape and own the global strategy for International Revenue Allocation, ensuring alignment between customer coverage, support models, seller compensation, and revenue outcomes across regions.
• Own and execute the Worldwide International Revenue Allocation program, defining scenarios, policies, and operating principles across regions, customer families, and seller assignments.
• Architect scalable allocation principles and governance frameworks to minimize negotiation, protect quota integrity, and reinforce unified Microsoft execution.
• Serve as a strategic advisor to worldwide and area leaders on complex and ambiguous allocation scenarios with significant business and field impact.
• Design and evolve the future-state operating model, moving from reactive exceptions to proactive, system-driven, and policy-led alignment.
• Partner closely with Sales Operations, Finance, and Incentive Compensation teams to ensure allocations are accurate, auditable, and consistently aligned with policy.
• Identify gaps in scenarios, tools, and processes; define the AI and automation roadmap, including AI agent use cases, to improve speed, quality, predictability, and leadership confidence on a global scale.

Strategic Insights and Leadership

• Own delivery of data-backed insights on revenue allocation and quota strategy execution, effectiveness, risks, and opportunities.
• Leverage seller performance and quota data to inform current-year execution and future-year quota strategy and governance.
• Act as a trusted advisor to senior stakeholders, translating complex data and AI-driven insights into clear business narratives.

Operational Excellence:

• Lead continuous improvement and innovation across quota delivery processes to enable speed, quality, and strategic alignment. Initially focus on Microsoft Federal Organization and then expand to other business groups.
• Own end-to-end product lifecycle including requirement gathering, prioritization, roadmap creation, delivery execution, and post-launch measurement.
• Drive quality and scale across quota management processes and tools, including future-year business rules, in-year governance, standardized workflows, and tool functionality.

Business and Data Landscape

1. Applies deep knowledge of the business, data landscape, tools, technologies, and data lineage across multiple domains.
2. Connects business topics to relevant data sources and external trends, anticipating data and business requirements.
3. Proactively frames business questions into analytical solutions and identifies opportunities to enhance or automate data infrastructure and insights.
4. Builds strong cross‑functional connections to enable effective data sourcing, integration, and evaluation of business questions.
5. Stays current on analytics tools, best practices, and regulatory changes, while coaching others to broaden business and data understanding.

Qualifications Required/minimum qualifications

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

Preferred qualifications

3+ years experience working in a matrixed organization, preferably in the technology industry.

1+ year(s) of project leadership/management experience.

Sales Compensation IC5 - The typical base pay range for this role across the U.S. is USD $116,900 - $203,600 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 $148,400 - $222,600 per year.

Certain roles may be eligible for benefits and other compensation. Find additional benefits and pay information here:
https://careers.microsoft.com/us/en/us-corporate-pay

This position will be open for a minimum of 5 days, with applications accepted on an ongoing basis until the position is filled.

Microsoft is an equal opportunity employer. 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 with religious accommodations and/or a reasonable accommodation due to a disability during the application process, read more about requesting accommodations.