Document:

Form of Sales Compensation Plan

 Exhibit 10.3 

 
 

 
 Sales Compensation Plan 
 Head of Sales FY11 Incentive Plan 
 Effective Date: January 1, 2011 

End Date: December 31, 2011 
 The terms
and conditions of the Digital Realty Trust L.P. (the “Company”) Sales Compensation Plan (the “SCP” or “Plan”) are set forth below. For purposes of the Plan, the term “Company” shall also include Digital Realty
Trust, Inc. and any subsidiary or affiliate of Digital Realty Trust, Inc. or Digital Realty Trust, L.P. (including, without limitation, DLR, LLC), as the context requires. As of the Effective Date, the SCP replaces and supersedes all previous
Company sales compensation plans and policies and all other previous oral or written statements, promises or agreements regarding the subject matter of the SCP. The SCP applies to all commissions earned while the SCP is in effect. The Company
retains the right to modify, amend, revoke, suspend, terminate or change any part of the SCP at any time, without advance notice, in the sole, unfettered discretion of the Company. The terms of the SCP may not be altered or amended except in writing
as approved by the Company’s Chief Executive Officer. All administration, decisions, calculations and interpretations under the SCP are made by the Company in its sole, unfettered discretion and shall be conclusive and binding on all
participants. 

 PLAN SUMMARY 
 PLAN PURPOSE 
 The purpose of the 2011 Incentive Plan is to reward and motivate
achievement of assigned sales objectives. Every person plays a key role in the achievement of these objectives, which have been tailored to your specific role. Quotas have been assigned to ensure company and individual success are aligned, and the
payout levels have been set to provide motivational and competitive levels of compensation. 
 PLAN COMPONENTS 

The purpose of the 2011 Incentive Plan is to reward and motivate achievement of assigned sales objectives. 

 

																			
	 Performance Measures
	  	Weight	 	 	Threshold	 	 	Cap	 	 	Measurement
Period	  	Payout
Frequency	  	Payout
Calculation
	 I. Annualized Closed Contract Value (Quota)
	  	 	100	% 	 	 	0	% 	 	 	175	% 	 	Annual	  	Quarterly	  	Year-to-date

 I. Annualized Contract Value (100%) 

 

 Calculation 
  

					
	 Performance to

Quota
	  	 Payout as a %

Target
	  	 Slope

	125% +	  	capped at 175%	  	NA
	100% - 125%	  	100% - 175%	  	3.0X
	75% - 100%	  	60% - 100%	  	1.6x
	50% - 75%	  	30% - 60%	  	1.2x
	0% - 50%	  	0%	  	0.0X

 

 Description: 
 Annualized Contract Value is defined as the year-to-date annualized revenue associated with contracts closed in FY11. 
 Annualized Contract Value will be measured on a year to-date basis. 
 The table on the left
illustrates how your sales incentive will be calculated. Payment for a single lease transaction will be capped at $100,000.

 

  
 Terms and Conditions

 INTRODUCTION 
 The
following section details the terms and conditions that govern the payouts of the incentive plan. 
 GOAL 

The Global Sales Organization is the leading datacenter solutions provider to the Global 4000, Systems Integrators and managed services providers. This
plan is designed to motivate the sales team to pro-actively engage these types of companies and to position the Company as the leading datacenter solutions provider. 
 ELIGIBILITY 
 Participation in the SCP is limited to employees who have received a
copy of this SCP that has been signed by him or her and bears an original signature by the Company’s Chief Executive Officer. Participant may be removed from participation at any time in the sole, unfettered discretion of the Company.

 Unless otherwise allowed by the Company in its sole, unfettered discretion, the Head of Sales (“Participant”) must be classified by
the Company as a regular full-time employee in a sales position at the time a lease is Executed to be eligible to earn incentives on that lease. 

  

			
	I Agree to this Amendment for 2011	  	Participant Initial            

 A lease is “Executed” if it has been duly and validly executed by the lessee and the Company and
delivered to the Company. 
 A Participant is not eligible to earn incentives on a lease Executed after the Participant ceases to be a full-time
employee for any reason. In addition, a Participant is not eligible to earn the Lease Commencement Incentive (as defined in the section entitled “Payment of Incentives” hereof) on any lease that Commences after the Participant ceases to be
a full-time employee, for any reason. 
 If a Participant is on a Leave of Absence, the Participant is eligible to earn incentives on leases
Executed prior to the start of the Leave of Absence. Leaves of Absences are defined in the Company’s policies. 
  

	 	•	 	 The Company may determine that a Participant on a Leave of Absence is eligible to earn a full or partial incentive on a lease Executed while the
Participant is on the Leave of Absence. (See “Incentive Allocation.”) 

 Any person who is not an employee of the
Company, including but not limited to family members, is prohibited from performing work on behalf of the Company and shall have no rights under this Plan. 
 All Participants shall be required to comply with the Company’s policies and procedures and applicable law to be eligible to participate in the SCP. If a Participant fails to adhere to the terms of
any Company policy or procedure, the Participant will be subject to discipline, up to and including ineligibility to earn incentives on the lease(s) in question, removal from the SCP, and/or termination of employment. 

QUOTAS 
 For the Plan year, the
Participant will be required to meet the Quota outlined in Appendix A. 
 INCENTIVE OPPORTUNITY 

Subject to the provisions of this Plan, an incentive on a lease is deemed earned when the lease is fully executed in accordance with its terms and without
regard to actual receipt of rent. 
 All leases are subject to review, interpretation and approval by the Company. 

Deductions 
 Before sales credit is
provided, Total Lease Value Credits are reduced by the following items: 
 DLR capital expenditures (including but not limited to): 

 

	 	•	 	 Tenant Improvement allowances provided by the Company; 

 

	 	•	 	 Landlord Work provided by the Company; 

  

	 	•	 	 Interest on financing provided by the Company 

  

	 	•	 	 Third party commissions paid by the Company; 

  

	 	•	 	 Referral fees paid by the Company; 

 Lease values beyond the first Lease Termination Option date, if any 
 PAYMENT OF ADVANCES
AND INCENTIVES 
 The payment of incentives will be paid as soon as possible, but within 45 days after the expiration
of the fiscal calendar quarter in which Execution occurs. Notwithstanding anything contained herein, in no event shall any incentive be paid later than the last day of the applicable two and one-half (2- 1/2) month “short-term deferral period” with respect to such
incentive, within the meaning of Treasury Regulation Section 1.409A-1(b)(4). 
 Taxes, withholding and authorized deductions will be
deducted before each payment. 

  

			
	I Agree to this Amendment for 2011	  	Participant Initial            

 CHARGEBACKS 
 In the Company’s sole, unfettered discretion, a Participant’s advance or earned incentive may be reduced to the extent that the Company refunds any revenue, reduces a lease price, or writes off
any portion of a transaction for any reason. 
 TERMINATION OF EMPLOYMENT 
 A Participant shall not be eligible to earn any incentives on leases that are Executed after the date employment with the Company is terminated for any reason (the “Termination Date”).

 A Participant shall not be eligible to receive any incentive advances after the Termination Date. Immediately upon the termination, a
Participant must return to the Company any document (and all copies) and other Company property in the Participant’s possession, custody or control, including, without limitation, any customer information or other sales-related materials.

 GENERAL RULES 
 All
references to currency are in local currencies. The SCP applies only to leases Executed in 2011. 
 To be eligible for incentives in 2011, the
Participant must sign and return this SCP within fourteen (14) days of receipt. 
 ADMINISTRATION 

The Chief Executive Officer is the selected designees of the Company who shall be responsible for the implementation and ongoing administration of the
SCP. 
 All administration, calculations, determinations and interpretations of the SCP are made in the sole, unfettered, exclusive and final
discretion of the Company. 
 A Participant must report any potential dispute under the SCP in writing to the Company’s Chief Executive
Officer within 30 days of receipt of the relevant statement or payment, whichever is earlier. 
 The Company may amend or discontinue the SCP in
whole or in part, without notice, at any time. 
 To be binding on the Company, any amendment of the SCP must be in writing and signed by the
Company’s Chief Executive Officer. 
 EMPLOYMENT AT-WILL 
 The SCP does not create a guarantee of employment for any specific period of time. Nothing in the SCP is intended to or operates to change a Participant’s or the Company’s right to terminate the
employment relationship at-will; that is, at any time, with or without cause and with or without advance notice. 
 SEVERABILITY

 Should an arbitrator or court of competent jurisdiction determine that any provision of this SCP is unenforceable, in whole or in
part, such determination will not affect any other provision of this SCP, and the provision in question will be modified by the arbitrator or court so as to be enforceable. 
 ENTIRE PLAN 
 This SCP sets forth the entire understanding between the Company and
the Participant relating to the subjects covered by the SCP. 
 CODE SECTION 409A 

To the extent applicable, the SCP shall be interpreted and applied consistent and in accordance with Section 409A of the Internal Revenue Code of
1986, as amended, and Department of Treasury regulations and other interpretive guidance issued thereunder. Notwithstanding any provision of this Agreement to the contrary, if the Company determines that any compensation or benefits payable under
the SCP may not be either exempt from 

  

			
	I Agree to this Amendment for 2011	  	Participant Initial            

 
or compliant with Section 409A and related Department of Treasury guidance, the Company may in its sole, unfettered discretion adopt such amendments to the SCP or adopt other policies and
procedures (including amendments, policies and procedures with retroactive effect), or take any other actions, that the Company determines are necessary or appropriate to (i) exempt the compensation and benefits payable under this Agreement
from Section 409A and/or preserve the intended tax treatment of such compensation and benefits, or (ii) comply with the requirements of Section 409A and related Department of Treasury guidance; provided, however, that this
provision shall not create an obligation on the part of the Company to adopt any such amendment, policy or procedure or take any such other action. 
 ACKNOWLEDGEMENTS AND AGREEMENTS 
 The undersigned has read and agrees to be bound by
this SCP, including the Company’s sole, unfettered, exclusive and final discretion and authority to administer and make all decisions, calculations and interpretations under the SCP, each of which shall be conclusive and binding on the
undersigned. 
 The undersigned agrees that this SCP sets forth the terms of his/her incentive compensation with the Company. The undersigned
understands and acknowledges that commissions under the SCP are not earned and do not constitute wages until all requirements under the SCP have been met as determined solely by the Company. The undersigned acknowledges that, in the event he or she
receives any advance or commission payment in error, he or she is obligated immediately to repay it to the Company. To the extent permitted by applicable law, the undersigned expressly authorizes the Company to deduct any erroneous payment from his
or her advances, commissions, other compensation, severance pay, expense reimbursements, or any other funds owed to the undersigned by the Company. 
 The undersigned acknowledges the Company’s rights to modify, amend, revoke, suspend, terminate or change any part of the SCP from time to time, in its sole, unfettered discretion, without advance
notice, and all such modifications, amendments and other actions will be binding on the undersigned. 
 Finally, the undersigned acknowledges
that he or she has had an opportunity to review this plan with his or her lawyer. 
  

			
	Approved:	 	
		
	Signature:	 	  

		
	Print Name:	 	 Mike Foust

		
	Date:	 	  

		
	Title:	 	 Chief Executive Officer

		
	Participant	 	
		
	Signature:	 	  

		
	Print Name:	 	  

		
	Date:	 	  

  

			
	I Agree to this Amendment for 2011	  	 Participant
InitialEX-10.1

 Exhibit 10.1 
 REINSURANCE GROUP OF AMERICA, INCORPORATED 
 FLEXIBLE STOCK PLAN

 STOCK APPRECIATION RIGHT AWARD AGREEMENT 

Reinsurance Group of America, Incorporated, a Missouri corporation (the “Company”), and
             (the “Awardee”) hereby agree as follows: 
 SECTION 1 
 GRANT OF STOCK APPRECIATION RIGHT 

Pursuant to the Reinsurance Group of America, Incorporated Flexible Stock Plan, as amended (“Plan”) and pursuant to action of
the Committee charged with the Plan’s administration, the Company has granted to the Awardee, effective February 28, 2012 (“Effective Date”), subject to the terms, conditions and limitations stated in this agreement
(“Agreement”) and the Plan, a Stock Appreciation Right (“SAR”), which is granted with respect to              shares (each, a “SAR Share”) of Common
Stock. 
 SECTION 2 
 EXERCISE PRICE PER SAR SHARE 
 The “Exercise Price Per SAR
Share” shall be $56.65, which is the Fair Market Value of one Share of Common Stock as of the Effective Date of this Agreement. 
 SECTION 3 
 EXERCISE OF SAR 

(a) Right to Exercise. This SAR is exercisable during its Term, but only to the extent vested on the date of such exercise.

 (b) Terms of Exercise. Upon proper exercise of any vested portion of the SAR, the Awardee or the individual or entity
authorized to exercise such SAR as provided herein shall be entitled to receive the excess of (i) the Fair Market Value of the specified number of SAR Shares as of the date of exercise (which shall be determined by multiplying the number of SAR
Shares being exercised by the Fair Market Value of one Share on the date of exercise) over (ii) an amount equal to the Exercise Price Per Share multiplied by the number of SAR Shares being exercised. Such excess, if any, shall be paid in whole
Shares, the number of which shall be determined using the Fair Market Value of one Share as of the date of exercise, disregarding any fractional shares. Such Shares shall be delivered to the Awardee or the individual or entity authorized to exercise
such SAR as provided herein as soon as practicable following exercise of the SAR, but in no event later than 30 days following the date of exercise of the SAR. 
 (c) Method of Exercise. The SAR may be exercised in whole or in part by the Awardee or other individual authorized pursuant to the terms of this Agreement to exercise the SAR at any time or from
time to time in accordance with procedures established by the Committee from time to time. As promptly as practicable after such exercise of the SAR, the Company shall issue the number of Shares

 
determined pursuant to Section 3(b) above to the Awardee or the individual or entity authorized to exercise such SAR as provided herein. 

SECTION 4 

CONDITIONS AND LIMITATIONS ON RIGHT TO EXERCISE SAR 
 (a) Vesting. Subject to paragraph (b) of this Section and subject to Sections 6 and 7, this SAR shall vest in four (4) equal annual installments of 25% commencing December 31 of the
year of grant. The SAR must be exercised if at all no later than ten (10) years from the Effective Date (the “Expiration Date”). The SAR may be exercised in full or in part pursuant to this vesting schedule. Upon a
partial exercise of this SAR, the number of SAR Shares available for future exercise shall be reduced by the portion of the SAR so exercised. 
  

			
	 Date
	  	 Cumulative Percentage of

SAR Shares That Are Vested

	 December 31, 2012
	  	25%
	 December 31, 2013
	  	50%
	 December 31, 2014
	  	75%
	 December 31, 2015
	  	100%

 (b) Exercise if No Longer an Employee. 

(1) Termination. Except as provided in paragraphs (2) or (3) below, the SAR may be exercised only by the
Awardee while the Awardee is an Employee or within 30 days following termination of the Awardee’s status as an Employee. For purposes of this Agreement, “Employee” means: 

(i) an officer or employee of the Company or one of its subsidiaries as defined in Section 424(f) of the Internal
Revenue Code of 1986, as amended (“Code”), or 
 (ii) an officer or employee of the Company’s
parent as defined in Section 424(e) of the Code, provided the Awardee is serving in such capacity at the request of the Company and the Company’s Chief Executive Officer approves the Awardee’s continued participation in the
Plan. 
 Notwithstanding the foregoing, the Awardee may exercise the SAR following termination only to the extent the SAR was
vested and had not been exercised prior to termination and in no event may the SAR be exercised after the Expiration Date. 
 An
approved leave of absence shall not constitute a termination for purposes of this Section so long as the Awardee’s right to re-employment is guaranteed either by statute, local law, contract or pursuant to any Company policy. Where
re-employment is not so guaranteed, termination shall be deemed to occur on the first day after the end of such approved period of leave (but not after the Expiration Date). 

 (2) Disability or Death. Notwithstanding the vesting schedule set
forth in Section 4(a) above, in the event of the Awardee’s Disability or death while serving as an Employee and prior to the Expiration Date, the SAR shall become immediately 100% vested with respect to the portion of the SAR not exercised
prior to the date of Disability or death, and the SAR may be exercised at any time within five (5) years following the earlier to occur of death or Disability, but in no event later than the Expiration Date. Should this Section 4(b)(2)
become operative because the Awardee died while serving as an Employee, or should the Awardee die after the Awardee’s Disability, then the SAR may be exercised by (i) a legatee or legatees of the Awardee under the Awardee’s last will;
(ii) the Awardee’s personal representative(s) under the Awardee’s last will or, if the Awardee died without a will, the executor of the Awardee’s probate estate; or (iii) the trustee(s) of the Awardee’s revocable living
trust or of a trust indenture of which Awardee is a grantor or a beneficiary. 
 For purposes of this Agreement,
“Disability” means a physical or mental condition of the Awardee arising after the Effective Date, which in the opinion of a qualified doctor of medicine chosen by the Company prevents the Awardee from continuing as an Employee.

 (3) Retirement. In the event of the Awardee’s Retirement prior to the Expiration Date, the SAR
shall continue to vest following such Retirement as provided in Section 4(a) above and shall remain exercisable as if the Awardee had continued his or her employment with the Company following such Retirement. In no event may any portion of
this SAR be exercised after the Expiration Date. Notwithstanding the vesting schedule set forth in Section 4(a) above, in the event of the Awardee’s death following Retirement but prior to the Expiration Date, the SAR shall become
immediately 100% vested with respect to the portion of the SAR not exercised prior to the Awardee’s death. The SAR may be exercised at any time within five (5) years following the Awardee’s death (but in no event later than the
Expiration Date) by (i) a legatee or legatees of the Awardee under the Awardee’s last will; (ii) the Awardee’s personal representative(s) under the Awardee’s last will or, if the Awardee died without a will, the executor of
the Awardee’s probate estate; or (iii) the trustee(s) of the Awardee’s revocable living trust or of a trust indenture of which Awardee is a grantor or a beneficiary. 

For purposes of this Agreement, “Retirement” means termination of the Awardee’s status as an Employee after the Awardee
has attained a combination of age and years of service that equals at least sixty-five (65); provided that, the maximum number of years of service credited for purposes of this calculation shall be ten (10). 

SECTION 5 

DELIVERY OF SHARES 
 The Company shall not be required to issue or deliver any certificates for SAR Shares upon the exercise of this SAR prior to (a) the admission of such shares to listing on any stock exchange on which
the Company’s Common Stock may then be listed, (b) the completion of any registration and/or qualification of such shares under any state or federal laws or rulings or regulations of any governmental regulatory body, which the Company
shall determine to be necessary or advisable, or (c) if the Company so requests, the filing with the Company by the Awardee or the purchaser acting pursuant to Section 4(b) of a representation in writing at the time of such exercise that
it is his or her present intention to acquire the shares being purchased for investment and not for resale or distribution. 

 SECTION 6 
 CHANGE OF CONTROL 
 Notwithstanding the vesting schedule set forth
in Section 4(a), in the event of a Change of Control prior to the Awardee’s termination, Retirement, Disability or death (as described in Section 4(b)), the SAR shall become immediately 100% vested with respect to the portion of the
SAR not exercised prior to the Change of Control (but in no event may the Awardee exercise any portion of the SAR after the Expiration Date). 
 SECTION 7 
 CANCELLATION 

Notwithstanding anything herein to the contrary, this Agreement shall be cancelled and the SAR granted hereby shall be forfeited, without
any further action by the Committee, as a result of the Awardee’s Malfeasance. In the event of such cancellation, all rights of the Awardee hereunder shall terminate, irrespective of whether the SAR is otherwise vested, and the shares reserved
for use hereunder shall be available for future grant in accordance with the Plan. “Malfeasance” means (1) any conduct, act or omission that is contrary to the Awardee’s duties as an Employee or that is inimical or in any way
contrary to the best interests of the Company or any of its Affiliates, or (2) employment of the Awardee by or association of the Awardee with an organization that competes with the Company or any of its Affiliates. 

SECTION 8 

MISCELLANEOUS 
 (a) Rights in Shares Prior to Issuance. Prior to issuance of certificates for Shares, neither the Awardee nor his or her legatees, personal representatives, or distributees (i) shall be deemed
to be a holder of any Shares subject to this SAR or (ii) have any voting rights with respect to any such Shares. 
 (b)
Non-assignability. This SAR shall not be transferable by the Awardee otherwise than by will or by the laws of descent and distribution; provided that, the Awardee may transfer the SAR during his or her lifetime to a revocable living trust of
which the Awardee is grantor, or to another form of trust indenture of which Awardee is a grantor or a beneficiary. This SAR may be exercised during the Awardee’s lifetime only by the Awardee; the Awardee’s guardian, power of attorney, or
legal representative; or the trustee of the Awardee’s revocable living trust or of a trust indenture of which Awardee is a grantor or a beneficiary. 
 (c) Securities Law Requirements. The Company shall not be required to issue Shares pursuant to this Agreement unless and until (i) such Shares have been duly listed upon each stock exchange on
which the Company’s Common Stock is then registered and (ii) a registration statement under the Securities Act of 1933 with respect to such Shares is then effective. 
 (d) Designation of Beneficiaries. The Awardee may file with the Company a written designation of a beneficiary or beneficiaries to exercise, in the event of the Awardee’s death, the SAR
granted hereunder, subject to all of the provisions of the SAR Award and this Agreement. An Awardee may from time to time revoke or change any such designation of beneficiary and any designation of beneficiary under the Plan shall be controlling
over any other disposition, testamentary or otherwise; provided, however, that if the Committee shall be in doubt as to the right of any such beneficiary to exercise the SAR, the Committee may recognize only an exercise by the personal
representative of the 

 
estate of the Awardee, in which case the Company, the Committee and the members thereof shall not be under any further liability to anyone. 

(e) Changes in Capital Structure. If there is any change in the Common Stock by reason of any stock dividend, spin-off, split-up,
spin-out, recapitalization, merger, consolidation, reorganization, combination or exchange of shares, the number of SARs and the number, kind and class of shares available for SARs and the exercise price thereof, as applicable, shall be
appropriately adjusted by the Committee. The issuance of Shares for consideration and the issuance of Share rights shall not be considered a change in the Company’s capital structure. No adjustment provided for in this Section shall require the
issuance of any fractional shares. 
 (f) Right to Continued Employment. Nothing in this Agreement shall confer on the
Awardee any right to continued employment or interfere with the right of an employer to terminate the Awardee’s employment at any time. 
 (g) Tax Withholding. Awardee must pay, or make arrangements acceptable to the Company for the payment of any and all federal, state, and local tax withholding that in the opinion of the Company is
required by law. Unless Awardee satisfies any such tax withholding obligation by paying the amount in cash or by check, the Company will withhold Shares having a Fair Market Value on the date of withholding equal to the tax withholding obligation.

 (h) Copy of Plan. By signing this Agreement, Awardee acknowledges receipt of a copy of the Plan. 

(i) Choice of Law. This Agreement will be governed by the laws of the State of Missouri, excluding any conflicts or choice of law
rule or principle that might otherwise refer construction or interpretation of this Agreement to another jurisdiction. 
 (j)
Execution. An authorized representative of the Company has signed this Agreement, and Awardee has signed this Agreement to evidence Awardee’s acceptance of the award on the terms specified in this Agreement, all as of the Date of Grant.

 SECTION 9 
 TERMS OF THE PLAN 
 This award is granted under and is expressly
subject to all the terms and provisions of the Plan, which terms are incorporated herein by reference. Capitalized terms used in this Agreement shall have the same meanings ascribed to them in the Plan. 

 IN WITNESS WHEREOF, the parties hereto have executed this Agreement as of this
             day of             , 2012. 

 

			
	 “Company”

Reinsurance Group of America, Incorporated

		
	By:	 	 
	Name:	 	A. Greig Woodring
	Title:	 	President and Chief Executive Officer

  

	
	“Awardee”
	
	 
	Name:

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