Experience

Palo Alto Networks

• United States
• Computer and Network Security
• 700 & Above Employee

• Global Head of Sales Compensation Strategy & Operations

  • Apr 2022 - Present

  I’m leading a global team responsible for all aspects of sales compensation, including design, implementation, operations, analytics, communication, and training of sales incentive compensation plans, SPIF, and compensation programs, which includes partnering with sales leadership to ensure alignment with company strategy and field landing. - Led complete redesign of sales incentive compensation plans for 4,000+ sales reps at Palo Alto Networks, including all sales roles across all customer segments. This included Account Executives, Specialist Sales, Ecosystems reps, and technical sales reps. - Conducted a comprehensive end-to-end sales compensation maturity assessment and executed on a 14 point action plan to create a best in class sales compensation function. - Overhauled the implementation of SOX controls for Sales Compensation and reported to the Audit Committee, including key member of the Board of Directors and the CEO. - Drove operational excellence using data and analytics—launched a series of dashboards Commissions Analytics Dashboard to drill down into pay for performance data, Sales Comp Operational Metrics Dashboard to dive deep into leading and lagging indicators, and Data Quality Dashboard to understand data mismatch errors between systems. Show less



Amazon Web Services (AWS)

• United States
• IT Services and IT Consulting
• 700 & Above Employee

• Global Head of Sales Incentive Compensation Design

  • Mar 2019 - Mar 2022

  I led the team responsible for design, implementation, communication, and training of sales incentive compensation plans, SPIF, and compensation programs globally, which includes partnering with sales leadership to ensure alignment with company strategy and field landing. - Led SIC plan design cycles end-to-end for three years at AWS—including 60+ leadership listening sessions and delivering plans for more than 6,000 sales reps across all business units and all customer segments every year. - Introduced a new plan construct for 500+ Greenfield sales reps, multi-year growth incentive for sales reps covering largest Enterprise customers, and a program to support partner co-sell motion for multi-tenant SaaS solutions. - Redesigned the largest SPIF program at AWS to incentivize sales reps on closing multi-year deals which align with strategic objectives. In addition, led design and launch of four product SPIF. - Started quarterly sales incentive compensation deep dive reviews with AWS Sales and Marketing leadership. Show less



Microsoft

• United States
• Software Development
• 200 - 300 Employee

• Director, WW Enterprise Sales Incentive Compensation

  • Jan 2017 - Feb 2019

  I was responsible for design, implementation, communication, and administration of Enterprise sales incentive compensation plans globally, which included partnering with executive leadership to ensure alignment with company strategy and field landing via field engagement and training. - Led incentive compensation design and implementation of field sellers in Global Accounts, Strategic Enterprise, Enterprise Commercial, Public Sector and Industry (~5,000 sellers)- Designed and launched comprehensive Sales Incentive Compensation Enterprise Risk Assessment framework for role-by-role risk assessment, including standard 30 questions and risk prioritization methodology – outcome is reported to Microsoft Board of Directors. - Conducted training sessions for Field Sales Leadership and Field Compensation Advisors on next fiscal year’s compensation design principles, compensable metrics, and incentive compensation plans- Designed, launched, and executed special bonus program for rewarding sellers on driving large multi-year monetary commitment for cloud services- Led initiative to drive First Mile Excellence in Incentive Compensation Plan Design to improve plan implementation quality and velocity.- Led quarterly compensation reviews with senior field and corp. leadership Show less

• Director, Mergers & Acquisitions

  • Dec 2014 - Dec 2016

• Director, Enterprise Sales Model & Strategy

  • Jul 2012 - Dec 2014

  I focused on evolving Microsoft’s Enterprise Sales Model and Strategy to transform into Cloud Services & Devices company, which included, enterprise customer segmentation, sales territory construction, salesforce design and compensation to increase profitable revenue growth and grow market share.- Led development and worldwide rollout of Enterprise Subsidiary Growth Planning framework, process, and tools/data assets to help Microsoft subsidiaries develop their 3 year growth plan.- Led a cross-organizational effort to architect next generation Enterprise Sales Model for Microsoft(Customer segmentation, sales territory construction, sales roles evolution, coverage and compensation) in support of the strategy to transform into a Cloud Services and Devices company. - Developed Enterprise field sales resourcing model (Field Blueprint).- Co-architected modern customer segmentation methodology.- Developed comprehensive ‘How to build an Enterprise Business’ Sales Model Guidance for field sales.- Revamped Field Productivity analysis into a comprehensive solution which enabled Subsidiary leaders to drill down into granular productivity comparisons with peer group subsidiaries. Show less

• Sales Operations Leader - Enterprise

  • Jan 2010 - Jul 2012

  Ran Sales Operations & Strategy of emerging Enterprise businesses (<$1B) in EMEA and APAC. - Implemented deal-based forecasting to improve forecast accuracy to +/- 2% variance.- Drove Executive Rhythm of Business, sales pipeline and forecasting processes for EMEA and APAC Incubation businesses.- Led development and implementation of Incubation Business Graduation process and graduated 5 Incubation businesses to Microsoft mainstream field sales.- Led fiscal year planning i.e., budget/quota/commitment setting, headcount planning, and incentive compensation design for Incubation businesses for EMEA and APAC.- Partnered with BI team to develop a web-based pipeline management and forecasting tool. . - Led development of Incubation Sales Operations Playbook.- Developed and implemented Global Issue Management Process for faster resolution of field requests.- Delivered Sales Operations Toolkit session (ranked # 1) to Windows Azure sales during Microsoft Global Exchange summit in FY11.- Architected Customer Propensity Model for Windows Azure customer targeting. Show less

• Senior Quality & Business Excellence Program Manager

  • May 2007 - Dec 2009

  - Led New Product Introduction Framework Development (Last Mile Excellence Project: Cross-organizational initiative focused on improving customer & partner experience in our product launches sponsored by 4 CVP’s.- Partnered with Surface (original) team to design customer-facing processes i.e., Order Fulfillment and Field Service process.- Led a portfolio of Black Belt and Green Belt projects to achieve ~$12M YOY savings.



General Electric

• Canada
• Machinery Manufacturing
• 1 - 100 Employee

• Sales Origination & Growth Manager

  • May 2006 - May 2007

  Focused on growth in Healthcare and Education industry verticals by operationalizing coordinated sales motion which included 3 product sales teams and GE Channel Partners.- Grew GE Security – Engineered Systems revenues in Healthcare and Education vertical by 14%YOY in Healthcare and 10% YOY in Education verticals. - Shifted business’ paradigm by selling to C-level executives at largest customers. Collaborated with Marketing to establish vertical specific service chains.- Co-led development of next generation of GE Security Channel Partner Program. Show less

• Lean Six Sigma Master Black Belt

  • Jan 2005 - May 2006

  Managed a team of 12 Six Sigma Black Belts (Process Improvement Experts) to improve core customer-facing processes of a $650M P&L at GE i.e., New Product Introduction (NPI), Inquiry to Order (ITO), and Order to Remittance (OTR).- Strengthened rigor in product development by developing and implementing New Product Introduction Framework which was launched all across GE Security.- Led Growth Planning (Session 1 and Session 2) for $528M P&L of GE Security. - Benchmarked key customer facing processes across the acquired businesses to determine critical priorities & aligned a team of 12 Black Belt resources accordingly.- Revamped Voice-of-Customer program for New Product Introductions – modeled after Toyota.- Led Root Cause Analysis of major software platform quality issues. Show less

• Lean Six Sigma Black Belt

  • Apr 2002 - Dec 2004

  Led Inventory Optimization Program at GE Energy's $450M P&L by executing a comprehensive portfolio of Lean Kaizen events (Lean Action Workouts) and Six Sigma Black Belt projects in the area of Generator and Turbine Manufacturing and Supply Chain

• Electrical Design Engineer

  • Aug 2000 - Apr 2002

  - Won 9 service contracts and 2 brand new hydro-generator orders as an Inquiry-to-Order Engineer.- Digitized Small Generator proposal development by creating a model based on regression analysis of past generator designs.



Engro Chemical Pakistan Ltd

• Electrical & Controls Engineer

  • Jan 1997 - Mar 2000

  - Managed a team of 7 technical resources as a Project Engineer of major Gas Turbine Controls project. - Led Instrumentation and Electrical maintenance program for Ammonia and Urea Plants. - Managed a team of 7 technical resources as a Project Engineer of major Gas Turbine Controls project. - Led Instrumentation and Electrical maintenance program for Ammonia and Urea Plants.