Manager, Sales Strategy & ICM

Our Purpose

Mastercard powers economies and empowers people in 200+ countries and territories worldwide. Together with our customers, we’re helping build a sustainable economy where everyone can prosper. We support a wide range of digital payments choices, making transactions secure, simple, smart and accessible. Our technology and innovation, partnerships and networks combine to deliver a unique set of products and services that help people, businesses and governments realize their greatest potential.

Manager, Sales Incentives Strategy & ICM Overview

The Manager, Sales Incentives Strategy & ICM will report to the Director, Strategy & ICM and will support the alignment of our Sales Incentives Strategy to operational excellence in deploying the SAP Success Factors Incentive Management for the Global Sales Incentives Program.

Manager will support:

• the strategic direction, operational efficiency, and roadmap to deploy operations of the company's sales compensation, commissions, and variable pay programs.
• SAP ICM Operations:
  End-to-end administration, including system and sales plan configuration, data interface integration, and commission performance reporting capabilities to ensure accuracy and efficiency.
• The operating model for plan deployment across: intake, prioritization, backlog management, governance, and release cadence. Ensure proper use of development, test and production environments.
• ICM plan design enablement, configuration, testing, and go-live execution in partnership with Compensation/Total Rewards, Sales Ops, and Finance; specifically the annual sales incentive and sales awards program configuration.
• Support Territory & Quota system and data integration, versioning, approvals, and downstream alignment with compensation plans and reporting.
• Configuration for repeatable plan constructs across the generalist / specialist sales compensation overlay design including: pay-curve configuration, crediting rules across territory and ICM, analyze and question availability of data and alignment to selling roles in partnership with sales comp design.
• Data interfaces with potential acquisitions to support transition of sales incentive programs.
• ICM operations: incident management, problem management, change/release management, and performance SLAs.
• Controls for pay-impacting processes (ICM): auditability, validation, reconciliation, approvals, and segregation of duties.
• Maintain configuration integrity, documentation, and knowledge management across modules and integrations.
• Ensure compliance with applicable policies and regulations (privacy, security, SOX where relevant), including access controls, role-based permissions, and audit readiness.
• Establish governance for compensation and quota cycles (calendar, cutoffs, signoffs, exception handling, and post-cycle retrospectives).
• Partner with appropriate stakeholders to ensure reliable interfaces across Workday, payroll, Oracle and Hyperion Financials, Salesforce, data lake/warehouse, and reporting tools.

• 8–10+ years leading sales incentive management, territory and quota applications in a complex enterprise environment (SAP Success Factors, Anaplan, Varicent, etc.)
• Proven delivery in operating Sales Performance Management capabilities, specifically ICM (incentive compensation) and territory/quota processes.
• Ability to analyze data availability for sales incentives plan design and risks in plan design and/or calculation methodology (e.g. split-crediting, generalist / specialist crediting, cut-in and acceleration methodologies).
• Strong understanding of compensation operations, governance, and controls for pay-impacting systems and calculations.
• Experience leading cross-functional programs with P&C, Sales Excellence, Finance, and IT, including global stakeholder management.
• Demonstrated capability in roadmap prioritization, and product/service operating models.
• Solid grasp of integrations, data architecture concepts, identity/access controls, and reporting/analytics patterns.
• Proven success drawing insights from data and reflecting them into solutions and strategies.

Mastercard is a merit-based, inclusive, equal opportunity employer that…