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Fortive Corporation Sales Compensation Strategy and Operations Manager in Beaverton, Oregon

We believe that cultivating a deeper sense of loyalty and belonging is key to how we attract and retain our best people. By embracing our diverse experiences and views, we are better positioned to deliver results, create innovations that matter, and thrive in today’s changing world. This reality inspires our Inclusion & Diversity vision, We Are More Together, and guides our approach as we all work toward creating great places where our teams work and thrive.

About The Job:

The Sales Compensation Strategy and Operations Manager is a strategic person who leads world-wide incentive compensation strategy for Tektronix. Success in this role means designing sales incentive compensation plans that are clear, measurable, cost-efficient and effective at driving behaviors of our selling teams and channel partners to meet business objectives in a fast paced and competitive environment. This leader should have a strong understanding of how Test and Measurement and software companies go-to-market in order to align incentives with the responsibilities of a variety of internal roles (inside sales, channel sales, account executives, application engineers, customer success) as well as external channel partner roles. This leader will work in a collaborative team environment and communicate regularly in sales operations and sales leadership forums.

Essential Duties and Responsibilities:

Following is a summary of the essential functions for this job. Other duties may be performed, both major and minor, which are not mentioned below. Specific activities may change from time to time.

  • Work collaboratively across the sales operations team, finance, sales, commissions, marketing, product lines to build strategic sales programs, compensation plans and incentive structures that drive successful achievement of business objectives and build consensus across business leaders.

  • Own ensuring that sales programs, compensation plans and incentive structures are operational, that they can be and are implemented and systems are updated, metrics are tracked, as well as ensure employees and partners can be paid on time and accurately.

  • Lead the incentive compensation design to deployment process globally which will involve working with business leaders and regional sales leadership teams to understand strategic business objectives, assessing the success of current incentives and programs, proposing new incentive designs, securing final decisions and approvals, and communicating new incentives to employees, channel operations and leadership.

  • Project managing deployment solutions across internal and external business partners from documentation of final plan designs, system updates and implementation to deployment.

  • Partner with the Tektronix commissions team, systems teams and finance to ensure that plans are properly administered. Develop an understanding of Tektronix compensation systems and capabilities to ensure they are considered during the incentive design phase.

  • Respond to plan design exception requests from regional leadership as appropriate.

  • Design temporary incentives (SPIFFS) to support short term scenarios and work to build timelines and calendars to support their regional and global deployment across commercial teams and the channel partner network.

  • Ensure diligent tracking and adjusting of incentive program success to maximize impact on sales revenue and customer experience

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

  • Business owner for commission system and territory/ sales credit system to ensure system functionality aligns with business requirements and processes.

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

  • Work with Finance and Sales Ops leadership to predict the cost of incentive compensation programs and plan designs.

  • Establish strong relationships with the sales organization to understand their needs and perspective and bring that to the business team to act as an advocate to bring their voice and perspective into the plan design and decision-making processes.

Following is a summary of the essential functions for this job. Other duties may be performed, both major and minor, which are not mentioned below. Specific activities may change from time to time.

  • Work collaboratively across the sales operations team, finance, sales, commissions, marketing, product lines to build strategic sales programs, compensation plans and incentive structures that drive successful achievement of business objectives and build consensus across business leaders.

  • Own ensuring that sales programs, compensation plans and incentive structures are operational, that they can be and are implemented and systems are updated, metrics are tracked, as well as ensure employees and partners can be paid on time and accurately.

  • Lead the incentive compensation design to deployment process globally which will involve working with business leaders and regional sales leadership teams to understand strategic business objectives, assessing the success of current incentives and programs, proposing new incentive designs, securing final decisions and approvals, and communicating new incentives to employees, channel operations and leadership.

  • Project managing deployment solutions across internal and external business partners from documentation of final plan designs, system updates and implementation to deployment.

  • Partner with the Tektronix commissions team, systems teams and finance to ensure that plans are properly administered. Develop an understanding of Tektronix compensation systems and capabilities to ensure they are considered during the incentive design phase.

  • Respond to plan design exception requests from regional leadership as appropriate.

  • Design temporary incentives (SPIFFS) to support short term scenarios and work to build timelines and calendars to support their regional and global deployment across commercial teams and the channel partner network.

  • Ensure diligent tracking and adjusting of incentive program success to maximize impact on sales revenue and customer experience

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

  • Business owner for commission system and territory/ sales credit system to ensure system functionality aligns with business requirements and processes.

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

  • Work with Finance and Sales Ops leadership to predict the cost of incentive compensation programs and plan designs.

  • Establish strong relationships with the sales organization to understand their needs and perspective and bring that to the business team to act as an advocate to bring their voice and perspective into the plan design and decision-making processes.

Minimum Skills and Competencies:

The requirements listed below are representative of the knowledge, skill and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

  • Knowledge of the Test and Measurement and software go-to-market programs and approaches.

  • Strategic, quantitative and operational mindset with strong strategy consulting background.

  • Proven ability to lead cross functional teams and facilitate complex problem-solving processes and/or cross functional projects.

  • Excellent interpersonal skills with the ability to establish working relationship success with individuals at varying levels across the organization and customer.

  • Strong communication skills, both written and verbal.

  • Ability to work both independently and within a team to meet organizational objectives and deadlines

  • Capacity to learn quickly and adapt to change

  • Experience working in data systems and environments, performing complex analytical problem solving, including intermediate level of Microsoft Access skills.

  • Knowledge of incentive plan structures, quotas, accelerators, pay mix, on target earnings, SPIFFS.

  • Proven ability to design and implement effective sales compensation programs

  • Knowledge of compliance with internal policies and controls as well as compliance with external laws and regulatory guidance including SOX.

Preferred Qualifications:

  • Bachelor’s degree

  • 5+ years of compensation, finance or sales operational experience.

  • 3+ years of responsible leadership experiences in management or supervisory positions.

  • Certified Sales Compensation Professional (CSCP) is a plus

When you join Tektronix and Fortive, you will work in an extraordinary team, learning with and from great people, where diversity and inclusion is celebrated. You will have the opportunity to do work that makes a difference in the world. You will be trusted and empowered to contribute in meaningful ways with visibility and accountability. We are obsessed with our customers and have a commitment to transparency, unending learning and growth to accelerate progress and innovation. Join us for the excitement of a startup with a history of success! For You. For Us. For Growth.

Due to US Department of Commerce export control regulations governing technical data of Tektronix products, Tektronix needs to know the citizenship of all its employees. Note that US Citizenship is not required for most positions. Hired candidates will be asked to bring proof of citizenship (passport, birth certificate, green card, visa or similar) on their first day of work.

All employment offers are contingent upon successful completion of our pre-employment drug screening, background/criminal check, and if applicable a motor vehicle record search and/or financial record check.

Candidates with less education/experience may be considered for other opportunities

Fortive is a diversified industrial growth company comprised of global businesses that are recognized leaders in attractive markets. With more than $6 billion in annual revenues, Fortive’s well-known brands hold leading positions in field instrumentation, transportation, sensing, product realization, automation and specialty, and franchise distribution.

Fortive is headquartered in Everett, Washington and employs a team of more than 24,000 research and development, manufacturing, sales, distribution, service and administrative employees in more than 40 countries around the world. Our team grows by tackling challenges that accelerate progress and further their careers. With a culture rooted in continuous improvement, the core of our company’s operating model is the Fortive Business System. For more information please visit: www.fortive.com.

Tektronix is a place where people are challenged to explore the boundaries of what’s possible, bringing the digital future one step closer every day. Our work accelerates technological breakthroughs that are revolutionizing culture and industry worldwide. Through precision-engineered measurement solutions, we work with our customers to eliminate the barriers between inspiration and realization of world-changing technologies. Realize your true potential at Tektronix – join us in revolutioneering a better tomorrow.

"The company in which you have expressed employment interest is a subsidiary or affiliate of Fortive Corporation. The subsidiary or affiliate is referred to as a Fortive Company. Fortive Corporation and all Fortive Companies are equal opportunity employers that evaluate qualified applicants without regard to race, color, national origin, religion, ancestry, sex (including pregnancy, childbirth and related medical conditions), age, marital status, disability, veteran status, citizenship status, sexual orientation, gender identity or expression, and other characteristics protected by law. The "EEO is the Law" poster is available at: http://www.dol.gov/ofccp/regs/compliance/posters/pdf/eeopost.pdf. Individuals who need a reasonable accommodation because of a disability for any part of the employment process should call 1-866-272-5573 or e-mail applyassistance@fortive.com to request accommodation."

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