Vice President, Sales Compensation

Vice President, Sales Compensation

The Vice President, Sales Compensation is responsible for the strategy, design, governance, and execution of Xerox's global sales compensation programs across all businesses and geographies. This leader will play a critical role in supporting Xerox's evolving go-to-market model, the ongoing integration of Lexmark, and the company's shift toward a services-led, AI-enabled business. This position requires a hands-on, player-coach leader who can operate strategically while also rolling up their sleeves to dive into details, analytics, and problem-solving. The Vice President, Sales Compensation will partner closely with Sales, Service, Finance, IT, HR, Data & Analytics, and regional business leaders to ensure plans are aligned to strategy, operationally executable, financially sound, and globally consistent.

What You'll Do

• Lead the design and governance of global sales compensation programs.
• Develop modeling, scenario analyses, and recommendations to senior leadership.
• Serve as the primary advisor on sales compensation strategy.
• Provide enterprise-wide leadership on the design, governance, and ongoing refinement of incentive programs.
• Conduct analyses to evaluate incentive plan effectiveness.
• Ensure business plans and goals are being followed and achieved.
• Maintain awareness of legislative, regulatory, and compliance requirements.
• Partner closely with Sales, Finance, HR, IT, and regional leadership.
• Navigate complex stakeholder needs and drive alignment.
• Act as a connector and facilitator, ensuring transparency and governance.
• Work closely with IT to design, optimize, and modernize technology, data, and tooling.
• Assess and recommend improvements to current systems.
• Strengthen processes for quota-setting, crediting, reporting, stack ranking, performance insights, and payout calculations.
• Manage vendor and partner relationships.
• Leverage data to evaluate program effectiveness.
• Partner with Finance and Data Analytics to develop dashboards, KPIs, and reports.
• Provide insights that support quota methodology, performance management, and GTM decisions.
• Provide leadership and direction to the global sales compensation team.
• Determine staffing needs, oversee recruiting and hiring, and ensure effective onboarding, training, and professional development.
• Build a high-performing function that can support complex plan design, modeling, quota processes, analytics, and day-to-day administration.
• Foster a culture of accountability, partnership, continuous learning, and resilience.

What You Need to Succeed

1012+ years in Sales Compensation, Total Rewards, or related fields, with deep expertise in incentive plan design and modeling. Demonstrated experience designing and managing sales compensation programs in complex, transforming organizations. Strong track record of partnering with IT to build or modernize compensation technology, tools, and data processes. Experience influencing, aligning, and engaging diverse stakeholders at senior levels. Background working with global teams, external vendors, and managed service providers. Hands-on experience with SAP, Varicent, or similar incentive compensation systems strongly preferred.

Competencies & Attributes

Education

Bachelor's degree required; MBA or related advanced degree preferred.