Pradeep Kumar B S
Bangalore
Summary
Knowledgeable Lead Compensation Business Partner with over 15+ years of experience bringing planning and problem-solving abilities. Focused on maximizing resource utilization to support scalable operations and increase bottom-line profitability. Organized and systematic with natural relationship-building and leadership talents.
Overview
17
17
years of professional experience
1
1
Certification
Work History
Manager Sales Strategy and Operation
Kaseya Software India Private Ltd
Bangalore
07.2024 - Current
- Design, implement, and manage sales compensation plans that drive desired sales behaviors and results.
- Collaborate with Sales leadership to understand business needs and sales strategies, incorporating these insights into compensation plan design.
- Ensure sales compensation plans are easy to understand, administer, and communicate with the sales team.
- Utilize data analytics to evaluate the effectiveness of existing sales compensation plans, and propose adjustments for continuous improvement.
- Prepare and present regular reports and analyses on sales performance, commission payouts, and related metrics to senior leadership.
- Partner with Finance to ensure accurate budgeting and forecasting of sales compensation expenses.
- Collaborate with HR to ensure alignment between sales compensation plans and overall talent management strategies, including recruitment and retention efforts.
- Develop and implement communication strategies to ensure the sales team understands their compensation plans, including regular updates on plan changes.
- Provide training and support to the sales force on sales compensation plans, policies, and procedures.
- Ensure that sales compensation plans comply with legal and regulatory requirements.
- Proactively identify opportunities for improvement in sales compensation plans and processes.
Lead Compensation Business Partner
VMware Software India Pvt Ltd
Bangalore
12.2021 - 06.2024
- Develop metrics, reports, and analyze capabilities to assess the quality and effectiveness of sales compensation plans, quota attainments, and SPIFF effectiveness for all 3 Geos
- Lead monthly and quarterly commissions submissions for Tanzu
- Address questions from the field related to Sales Compensation for respective GEO
- Develop and own the evolution and ongoing Commissions processes for Tanzu
- Conduct ad-hoc, deep-dive analysis to uncover opportunities for growth and optimization within our partnerships
- Lead continuous improvement by leveraging insights to continue to evolve and update the Sales Compensation process for Tanzu
- Collaborate with multiple cross-functional partners, including sales, finance, operations, and legal in order to drive initiatives forward
Lead Business Analyst - Sales Operations Shared Services Quota & Commissions
VMware Software India Pvt Ltd
Bangalore
06.2018 - 12.2021
- Manage and Setup Sales Quotas for approximately +3000 rep plans for AMER
- Re-evaluating Compensation Plan effectiveness on a half-year basis and Keep Compensation Design up to date
- Coordinating Compensation plans at role level with high level Senior Management to align plans by individual and role
- Ensuring that the MBOs are all set, working with the various Operations Managers to ensure they are appropriate and adhering to the expected requirements
- Managing the Help Desk to support queries generated from our internal Sales
- Analyzing and contributing to Root Cause Analysis, to build process or 'answers' repositories that will ensure a continuing percentage of questions are answered accurately on first contact
- Performing Bookings vs Achievement reconciliation and commissions calculation
- Stake holder Management – Setting cadence with stake holders to have the routine connect to discuss around process & policies
- Proactively Suggesting, justifying, and implementing new and ongoing scheduled and ad hoc reports and Dashboards – identifying trends and key drivers of metrics of Productivity and Quality analysis
- Ensure data confidentiality, integrity, and protection of company's intellectual property
- Managing Interim plan changes via CRF (Change Request Form) in Excel format
- Reviewing and validating Manual achievement and Manual Payments (OAF) for submission
- Publishing MBO Scoring reports and Coordinating with MBO process Owners and measure the achieved targets within the MBOs against our forecasted outcome
- Reporting on actual attainment against MBOs and submitting final attainment to Commissions
- Publishing Adhoc reports to sales ops such as Transfer report, OTE Reconciliation Report to provide visibility
Incentive Compensation Senior Analyst
Oracle India Private Ltd
Bangalore
02.2016 - 06.2018
- Works with Sales Operations and Strategy Finance to roll out compensation plan changes.
- Responsible for generating and sending commission and bonus statements to Oracle Sales employees.
- First-line compensation issue resolution providing support to Sales Operations, Strategic Finance, Payroll, and the GL Team.
- Collaborate with the Strategic Finance and Sales Operations team to compute accrual analysis and funding analysis.
- Calculate quarterly and monthly earnings for sales employees, focusing on accuracy and completeness, as per the compensation plan.
- Providing achievement reports for the quarterly and yearly awards program.
- Coordinating with the payroll and HR team for the recovery of the negative balance due in relieving.
- Building a hierarchy and generating a pay list in the ECA (Enterprise Compensation Application).
- Verifying the sales rep's compensation/commission plan, which contains his target, rates, attainment variable, comp plan start date to end date, eligibility of products to sell, and currency.
- Process JE adjustments, cost center changes, and interco adjustments.
- Doing sanity checks on the data provided by the system before creating the pay list for every country.
- Manage the data for each pay list, along with every pay list, for future reference.
- During the termination of the rep, the final pay list for the rep should be prioritized and accurately compiled with all the evident data to avoid legal exposure.
- Based on the sales credits and the sales rep's compensation plan, the commission calculations.
- Create a pay list review file and consolidate the payments from all the LOBs.
- Performance reports, commission statements, and analyses are sent to the sales team.
- Handling sales rep queries within a time bound.
- Work on the service request portal, answering queries from sales reps, managers, regarding payments, eligibility, etc.
- Coordinate with the finance team in case of conflicts or eligibility issues.
- Registering the Teaming Agreement in the tool as per T&C.
SME- Subject Matter Expert (Acting Team Leader)
Infosys Limited
Bangalore
12.2007 - 02.2016
- Procurement Management: -Creation of Purchase Request (PR Creation), Purchase Order (PO), Vendor payment clearance by raising Good Receipt Numbers (GRN) through 'SAP ECC production'
- Account Receivables and Payment Reconciliation: Revenue at Risk (RAR) anchor
- Invoicing Process
- Reporting: Account wise financial reporting (Monthly-Weekly: AR, RAR, LOE & Client Visits etc...)
- Query handling on confirmations from PMs
Education
Bachelor of Commerce - Accountancy
B.E.S Evening college of Arts and Commerce
Bangalore01.2007
Skills
- Communication
- Sales compensation and commission process
- Sales Operations
- Stakeholder Management
- Team Leadership
- Vendor Management
- Effective Decision Making
- Problem Solving and Critical Thinking
- Change Management
- Process optimization
- Analytical skills
- Project Management
Technical Skills & Tools
· Sales Compensation/Commission Applications: CaptivateIQ, Callidus, Varicent, Anaplan, SCA ( Sales Credit Allocation)
· CRM & Sales Tools: SFDC (Salesforce), ECA ( Enterprise Compensation Application)
· Data & Reporting: Excel, Tableau, Oracle ERP (Opitimise Statement Report)
Certification
Business Analyst Certificate, Simplilearn
Timeline
Manager Sales Strategy and Operation
Kaseya Software India Private Ltd
07.2024 - Current
Lead Compensation Business Partner
VMware Software India Pvt Ltd
12.2021 - 06.2024
Lead Business Analyst - Sales Operations Shared Services Quota & Commissions
VMware Software India Pvt Ltd
06.2018 - 12.2021
Incentive Compensation Senior Analyst
Oracle India Private Ltd
02.2016 - 06.2018
SME- Subject Matter Expert (Acting Team Leader)
Infosys Limited
12.2007 - 02.2016
Bachelor of Commerce - Accountancy
B.E.S Evening college of Arts and Commerce
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