Maria Hernandez
Cork,Ireland
Summary
A passionate, versatile, and results-driven operational change leader with 20 years of business experience in Sales Operations, Sales Compensation, Commissions, Program Management, Change Management, Business Analysis, Reporting and Systems & Tools implementation, with a proven track record of delivering strategic insights, process improvement, operational and communication excellence, and business value to stakeholders and partners.
Overview
20
20
years of professional experience
8
8
years of post-secondary education
Work history
Senior Director, Global Sales Compensation
Skillsoft
Cork, Ireland
2024.06 - 2026.04
- Lead strategic planning, sustainable design, implementation, and ongoing optimization of compensation planning for GTM roles, ensuring alignment with corporate objectives, revenue growth targets, and evolving go-to-market models
- Partner with executive leaders across Sales, Sales Operations, Finance, HR, and Legal to establish and maintain clear compensation policies, governance, and procedures that drive strategic business initiatives and operational effectiveness
- Ensure accurate and timely administration of sales incentive compensation, including configuration and maintenance of sales compensation plans and quotas within Xactly; calculation and validation of commission/sales incentive payments; review, approval, and submission to Payroll; processing sales credits and quota adjustments
- Deliver accurate financial reporting and analysis, including accruals, month-end reconciliations and financial modelling
- Build, scale, and continuously improve the sales compensation infrastructure, including processes, systems, and reporting capabilities by driving process standardization and automation initiatives; implementing best practices and tools to enhance scalability and operational efficiency; Conduct organizational change management efforts associated with compensation, systems, processes, and operating model enhancements, developing performance dashboards and reporting capabilities that drive business insights and support informed decision-making, and Leveraging data and analytics to evaluate compensation plan success, identify trends, and recommend strategic improvement
- Serve as a trusted advisor and deliver strategic insights and recommendations to executive leadership through performance analytics and compensation effectiveness reviews
- Oversee global compensation support operations, ensuring service excellence and timely resolution of inquiries across the sales organization, and implement root-cause analysis and continuous improvement programs to reduce support volumes, improve process quality, and enhance stakeholder satisfaction (number of Inquiries reduced by 60% within 6 months)
- Ensure ongoing compliance with SOX requirements, audit standards, and internal governance controls while maintaining operational integrity
- Build, lead, mentor, and develop a high-performing global team, fostering a culture of accountability, continuous improvement, and operational excellence (successfully rebuilt the sales compensation team from the ground up)
Director, Global Sales Operations, Sales Compensation Planning & Execution
VMware
Cork, Ireland
2019.04 - 2024.05
- Executed end-to-end sales compensation process, including plan automation, territory creation, compensation plan and territory assignment, and quota setting, leading to streamlined deployment and setup in commission systems.
- Implemented sales systems and managed plan setup and payment processes for over 9000 employees, ensuring accuracy and efficiency across operations.
- Led a team of 4 analysts and 2 developers, coordinating efforts to enhance sales operations and improve system functionalities.
- Systems & Tools implementation, Business Analysis and Reporting.
- Change Management, Business Analysis and Reporting.
Director, EMEA Business Operations Process and Policy (Maternity Cover)
VMware
Cork, Ireland
2018.01 - 2019.03
- Managing and coordinating the EMEA Sales Compensation plan rollout process for ~ 1800 sales employees.
- Managed cross-functional teams, ensuring consistency and scalability while providing GTM support in decision making.
- Drove collaboration and engagement with sales leaders and sales executives, fostering cross-functional alignment and consistency.
Finance Manager-Sales Compensation
VMware
Cork, Ireland
2016.07 - 2017.12
- Managing a staff of Commission Analysts & the daily operations of the Sales Compensation Administration process for EMEA & APAC.
- Implemented financial and process controls, enhancing effectiveness of sales compensation processes.
- Provide extensive business partner support to GEO Sales Operations and Finance to assist in driving business results.
- Developed and published monthly sales compensation metrics to support informed decision-making.
- Drive the integration of compensation processes related to mergers and acquisitions.
- Managed global ad hoc projects, influencing Strategic Sales Compensation and shaping related policies and procedures.
- Continuous evaluation of process improvements & Communication Excellence.
EMEA – APAC Sales Compensation Manager
Dell Software Group
Cork, Ireland
2014.09 - 2016.06
- Led organisational oversight of Sales Commission and Variable Compensation process in EMEA & APAC, ensuring alignment with business objectives.
- Collaborated with stakeholders to develop effective compensation plans that support strategic goals.
- Partnered with Business and Support teams to deliver analytical decision support for Sales Compensation function, enhancing decision-making processes.
Program Manager/Inside Sales Operations-Senior Commissions Analyst/Partner Support Center - Pricing Analyst
Dell/EMC
Cork, Ireland
2006.10 - 2007.08
- Guided and trained Inside Sales on compensation plan structures and commission reporting processes, enhancing understanding and compliance.
- Validated and audited monthly commission data, ensuring accuracy, completeness, and consistency for reliable reporting.
- Assisted with reconciliation and audit of commission statements, confirming accurate calculation of commissions and bonuses to uphold financial integrity.
Education
ICM Diploma - Human Resource management
Skerry’s Cork Business School
Cork, Ireland 2004.01 - 2005.01
Certificate in Business Accounting - Accounting and Finance
Chartered Institute of Management Accountants
Cork, Ireland 2011.01 - 2013.01
Degree in Law - Law
Alcala University - CEU Luis Vives
Madrid, Spain 1995.01 - 2000.01
Skills
Attention to Detail
Operational Excellence
Process improvement
Strategic Planning
Visionary Thinking
Analytical thinking
Influential Communication
Problem Solving
Decision-making
Leadership
Change management
Compliance oversight
Timelines
Customer Experience
Program Management
Systems and Tools: SFDC, PeopleSoft, Anaplan, Oracle Incentive Compensation (OIC), Varicent, Callidus, Xactly, Tableau, Power BI
Languages
Spanish Native
English Advanced
Accomplishments
- WMware 2023 Q3 - GTM Award
- WMware 2021 Q4 - Above and Beyond Award
- EMC/Dell Technologies - 2013 Q4 - Best Support Role Award
- EMC/Dell Technologies - 2012 - Best Support Role Award
- EMC/Dell Technologies - 2010 - Operational Excellence Award
Timeline
Senior Director, Global Sales Compensation
Skillsoft
2024.06 - 2026.04
Director, Global Sales Operations, Sales Compensation Planning & Execution
VMware
2019.04 - 2024.05
Director, EMEA Business Operations Process and Policy (Maternity Cover)
VMware
2018.01 - 2019.03
Finance Manager-Sales Compensation
VMware
2016.07 - 2017.12
EMEA – APAC Sales Compensation Manager
Dell Software Group
2014.09 - 2016.06
Certificate in Business Accounting - Accounting and Finance
Chartered Institute of Management Accountants
2011.01 - 2013.01
Program Manager/Inside Sales Operations-Senior Commissions Analyst/Partner Support Center - Pricing Analyst
Dell/EMC
2006.10 - 2007.08
ICM Diploma - Human Resource management
Skerry’s Cork Business School
2004.01 - 2005.01
Degree in Law - Law
Alcala University - CEU Luis Vives
1995.01 - 2000.01