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Manager - Sales Performance Management

Customer| Marketing, Sales & Service Practice

Practice: Customer

About Us: The Customer team consults Front Office Business Transformation for EYs global clients covering Sales, Marketing, Customer Service & Pricing pillars. Customer team leverages both Digital Transformation & Customer Experience domains to drive transformations for clients.

Role Overview

The Manager- Sales Performance Management (SPM) will be responsible for leading consulting engagements focused on designing, implementing, and optimizing SPM frameworks and technology solutions. The role requires strong functional expertise, analytical rigor, and the ability to partner with senior client stakeholders to drive sales effectiveness, operational efficiency, and revenue growth. The Manager will oversee project delivery, ensure solution quality, and lead teams of consultants and analysts.

Key Responsibilities

• Strategy, Design & Advisory
  • Develop SPM strategies aligned with client business objectives, sales structures, and growth targets.
  • Design incentive compensation plans, performance metrics, and governance frameworks that promote transparency, motivation, and fairness.
  • Advise client leadership on quota-setting methodologies, territory alignment, and sales role segmentation.
  • Conduct maturity assessments and recommend roadmap initiatives to enhance sales effectiveness.

• Solution Delivery & Implementation
  • Lead end-to-end implementation of SPM solutions including requirements gathering, functional design, configuration, testing, and deployment.
  • Ensure seamless integration of SPM platforms with CRM, ERP, and data warehouses to enable automated, accurate, and timely data flow.
  • Oversee calculation, validation, and reporting processes for incentive compensation and payout accuracy.
  • Drive adoption through training, documentation, and user enablement sessions.

• Sales Analytics & Performance Insights
  • Analyze sales performance data to identify patterns, opportunities, and risks across quotas, territories, and incentive structures.
  • Build forecasting models, performance dashboards, and scenario analyses to support data-driven decision-making.
  • Present insights and strategic recommendations to senior client stakeholders.

• Team Management & Practice Development
  • Manage consulting engagements and project workstreams to ensure high-quality outcomes delivered on time and within budget.
  • Serve as a strategic advisor to client leadership teams across Sales, Finance, and Operations, fostering long-term partnerships and trusted relationships.
  • Foster a collaborative environment focused on quality, innovation, and continuous improvement.
  • Provide coaching and subject matter expertise in SPM strategy and technology.
  • Contribute to the development of accelerators, frameworks, methodologies, and best practices within the practice.
  • Lead business development activities, including proposal development, solution design, and thought leadership creation.

Required Skills & Qualifications

• MBA or equivalent degree in Business, Marketing, Technology, or a related discipline.
• 10+ years of overall experience, including at least 7 years in Sales Performance Management, incentive compensation, sales operations, or related consulting roles.
• Experience delivering large-scale SPM or sales transformation programs within consulting or enterprise environments.
• Knowledge of advanced incentive design, sales effectiveness frameworks, governance models, and payout accuracy controls.
• Strong expertise in leading SPM platforms such as Xactly, Anaplan, SAP SPM, or Oracle SPM, with a solid understanding of integration with CRM and ERP systems.
• Deep understanding of incentive compensation design, quota setting, territory management, sales forecasting, and performance analytics.
• Excellent communication, stakeholder management, problem-solving, and leadership abilities, with proven experience managing cross-functional teams and client-facing engagements.

Preferred Qualifications

• Familiarity with automation, AI-driven sales analytics, and emerging capabilities within modern SPM platforms.

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