Description

• Lead the design, implementation, and optimization of sales incentive compensation programs that align with organizational objectives. 
• Partner closely with Sales, Finance, and HR teams to understand business strategies and provide expert guidance on compensation matters. 
• Create and manage communication strategies to educate global sales teams on incentive plans, driving motivation and alignment. 
• Ensure all compensation programs comply with regulations and company policies. 
• Use data analytics to assess and improve the effectiveness of incentive programs and make recommendations for enhancements. 
• Administer the Sales Performance Management (SPM) tool to streamline processes and improve automation. 
• Own and manage the Sales Incentive Plan documents, including eligibility, payout calculations, and documentation. 
• Collaborate with Revenue Operations to set quotas, manage account assignments, and administer SPIF programs. 
• Work cross-functionally with HR, Marketing, and Finance to support events like Sales Kickoff (SKO) and President’s Club. 
• Lead efforts to maintain and improve sales policies and rules of engagement, contributing to overall sales process improvements. 
• Partner with Finance on budgeting and financial reporting to ensure alignment with financial goals. 
• Oversee the annual audit of commission expenses with internal and external audit teams. 

• Bachelor’s degree in Finance, Business Administration, Operations, or a related field. 
• 10+ years of experience in sales compensation, sales operations, or financial analysis. 
• Strong understanding of compensation plan administration, incentive calculations, and issue resolution. 
• Experience managing compensation for a large, global sales team and cross-functional collaboration. 
• Hands-on experience with Sales Performance Management platforms (Xactly preferred). 
• Ability to effectively communicate and present complex data to stakeholders at all levels. 

• A strategic thinker with a firm grasp of compensation principles and incentive design. 
• Detail-oriented and analytical, with strong problem-solving skills and the ability to manage multiple projects and deadlines. 
• A strong communicator and collaborator who thrives in a cross-functional environment. 
• A leader who can work effectively with stakeholders across Sales, Finance, and HR. 
• Knowledge of sales compensation tools and best practices, with experience in Xactly being a plus. 

We are committed to a diverse, equitable, and inclusive Gigamon. As an equal opportunity employer, all applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, age, sexual orientation, gender identity, disability, veteran status, or any other protected characteristic under applicable federal, state, and/or local law.

Description

• Must be a team player and collaborative with other teammates
• Must be a smart, creative, and aggressive hunter 
• Advanced level of specialized knowledge with a record of sales success; expert in the field
• Responsible for the sales of the company’s products through Value Added Reseller (VAR) channel within an assigned territory and/or within an assigned group of named accounts within the US Federal Government
• Experienced selling through Federal Systems Integrators on large complex programs
• Achieves sales goals through the growth of existing accounts and the development of new accounts 
• Maintains database of customers and partners and enters that data and interactions with customers in Salesforce.com
• Sells new and existing products, discovers new opportunities, and secures incremental business through VAR channel and independent sales activity
• Assists and collaborates with assigned Presales Systems Engineers to develop and position Gigamon solutions to existing customers and prospects
• Consistently performs effective sales calls throughout the assigned territory and closes new business opportunities
• Forecasts with a high degree of accuracy through Salesforce.com and Clari
• Attends industry and vendor shows and meetings as required
• Provides timely communication and follow-up to customers and partners, consistently meets the customers’ expectations
• Provide pertinent market and competitive information to the organization
• Researches and analyzes the territories and the company’s markets, competition, and product mix; makes presentations on new and existing products to current and potential customers
• Provides innovative problem-solving approaches to enhance organizational capabilities; uses peer network to expand technical and sales capabilities and identify new sales opportunities
• Creates opportunities to improve technical methodology or content through expansion of existing or development of new efforts
• Frequent travel to client sites throughout the U.S

• Top Secret Security Clearance is highly preferred
• 8+ Years of direct selling to COCOMs with direct client relationships required
• 8+ years of direct selling experience in the Networking or/and Network Security space
• Track record of success as “rookie of the year,” President’s club, YoY attainment of quota
• Excellent consultative, solution-selling skills to all levels within organizations
• Exceptional communication and presentation skills are a must
• Reside in the region, track record of relationships with local major accounts and channel partners
• Experience with Salesforce.com. Highly disciplined in forecasting
• Bachelor's degree in Business, CIS, or related field preferred

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We are committed to a diverse, equitable, and inclusive Gigamon. As an equal opportunity employer, all applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, age, sexual orientation, gender identity, disability, veteran status, or any other protected characteristic under applicable federal, state, and/or local law.