* Managed global team of 20 Analysts to Directors in San Francisco, Indianapolis, Toronto and India* Annual company GTM planning cycle, provide analytics to leadership to support decision making for all Sales Distribution: Pre-Sales, Sales, Alliance & Channels, and Customer Success Group* Modeling and recommendation of Incentive Compensation plan changes, sales contests and performance metrics to ensure the sales activities and behaviors are aligned with company objectives* M&A fit gap analysis and modeling of change impact for multiple acquisitions (Mulesoft, Tableau, Slack and Traction); leveraged analytics to help drive alignment from M&A stakeholders* Sales attainment reporting for all distribution; including dashboards, Sales Club process and coloration with Sales Strategy and HR* Earned Commissions forecasting, target setting and reporting; coloration with FP&A, accounting and treasury * Design motivational and fiscally responsible payout curves* Owned quota setting setting for multiply components including: Multi year, renewals and company adjustments (exceptions rules, relief programs, M&A, SPIFFs)* Comp policy analytics; Designed big deal policy / windfall policies, start/stop and target incentive proration policies* Sales Enablement decks and live trainings; commissions estimators and knowledge articles* Plan issuance support including comp plan template design, testing and audit tools* Benchmarking of Salesforce comp metrics vs. industry; worked with external vendor AGI

- Led GTM planning cycle for Sales and pre-sales tracks- Collaborated with sales leaders and strategy teams to gather feedback- Designed and presented of comp proposal options to leadership team

- Cost modeling of incentive compensation plan changes- Sales attainment reporting, including management of Sales Club process- Managed quota setting process, both tops down and bottoms up- On-going comp operation support including plan issuance audit tools and plan change calculations- Sales Enablement commission estimators (built and designed from scratch)

- Supported sales management ad-hoc requests- Updated weekly brand sales and product launch summary reports- Performed analysis of sales and call data to identify field sales force utilization opportunities

Incentive Compensation Plan Design- Worked with client to understand IC strategy and analyzed data to access effectiveness of existing IC plans- Developed IC plan options and determined appropriate plan metrics based on client’s objectives- Used statistical metric evaluation to assess advantages and disadvantages of alternative IC plan options- Developed Monte Carlo financial simulation model to estimate total plan cost under a variety of simulated riskMarketing Strategy - Developed test-control algorithm to match physicians in order to determine sales impact of various promotion programs such as speaker programs, rebate cards and samplingSales Force Size and Structure- Created appropriate physician segments based on physician value drivers- Modeled promotion response to optimize call frequency for each MD segment under variety of scenariosData Management / Data Warehousing- Designed and developed data warehouse to load, validate and process various third-party data sources