Sales Compensation Planning Expert
1 day ago
Vallés
Sales Compensation Planning ExpertHP is seeking a Sales Planning Expert – Quota & Coverage Strategy to lead the design, governance, and continuous improvement of global sales planning processes across the channel business. The role owns the end‑to‑end quota and sales coverage strategy, aligning financial targets, sales capacity, and market potential while driving standardization, automation, and best practices globally. It sits at the intersection of Sales, Finance, and Sales Compensation, enabling scalable, data‑driven planning across HP’s multi‑channel go‑to‑market model in line with internal SPM transformation priorities.Key Responsibilities- Quota & Coverage Strategy Leadership – Define and evolve HP’s global sales coverage and quota deployment strategy for channel business, ensuring coverage design is defined upfront and aligned with quota deployment timelines. Drive integration of territory design, account segmentation, and quota allocation into a consistent planning framework; establish standard coverage models and role definitions aligned to HP’s go‑to‑market and partner ecosystem.- Quota Planning & Deployment Excellence – Lead global quota planning cycles across regions, RTMs, and sales roles, ensuring alignment with financial targets and strategic priorities. Design and implement robust quota methodologies that consider sales potential, rep workload, role seniority, and specialization. Drive ongoing quota rebalancing processes to reflect business changes and ensure global consistency in quota deployment processes, governance, and timelines.- Process Standardization & Transformation – Lead the definition and rollout of sales planning standards and best practices globally, including standard quota dimensions, deployment granularity, role and plan rationalization, and interlock processes across Sales, Finance, and Compensation. Drive end‑to‑end process simplification and automation, reducing reliance on manual workflows, and support implementation of integrated SPM tools and data architectures.- Analytics, Modeling & Insights – Develop advanced coverage and quota modeling capabilities, including scenario planning and optimization. Leverage data, analytics, and AI/ML to assess customer/partner potential, optimize coverage and quota allocation, improve forecasting accuracy and ROI, and establish KPIs for quota accuracy, coverage effectiveness, and sales productivity.- Governance & Cross‑Functional Alignment – Act as a global point of accountability for sales planning governance, ensuring consistency and compliance. Drive alignment across Sales leadership, Finance, and Sales Compensation, and enable structured quota change control and governance frameworks.- Continuous Improvement & Best Practice Evolution – Identify and drive process improvement opportunities based on field feedback and performance insights, promoting industry best practices in coverage design and sales planning efficiency. Lead initiatives to improve planning speed, data quality, and end‑user experience.Required Qualifications- 5‑10+ years of experience in sales planning, sales compensation, or sales operations in a global environment.- Deep expertise in quota setting methodologies, sales coverage and territory design, and channel business models with partner ecosystems.- Proven track record delivering global process standardization and transformation programs.- Strong analytical capabilities with experience in data‑driven planning and modeling.- Fluency in Business English (written and verbal).- Bachelor or Master’s degree in Finance, Economics or a related field.- Experience working in complex, matrixed organizations with multiple RTMs and sales roles.- Ability to influence senior stakeholders across Sales, Finance and Operations.Preferred Qualifications- Experience with SPM tools such as Anaplan, Forma/Varicent and sales analytics platforms.- Knowledge of AI/ML‑based planning approaches.- Experience in large‑scale sales transformation programs.- Familiarity with quota governance frameworks and financial planning integration.Success Criteria (12–18 months)- Improved quota accuracy and fairness across channel roles.- Reduced quota deployment cycle time and manual effort.- Increased coverage effectiveness and sales productivity.- Adoption of standardized planning processes globally.- Strong alignment between Finance targets and Sales execution.- Sales and Services Entity (ES11) alignment of deliverables.Equal Opportunity EmployerHP, Inc. provides equal employment opportunity to all employees and prospective employees, without regard to race, color, religion, sex, national origin, ancestry, citizenship, sexual orientation, age, disability, or status as a protected veteran, marital status, familial status, physical or mental disability, medical condition, pregnancy, genetic predisposition or carrier status, uniformed service status, political affiliation or any other characteristic protected by applicable national, federal, state, or local law(s). You will not be subject to any adverse treatment if you choose to disclose the information requested. The information obtained will be kept in strict confidence. For more information, review HP’s EEO Policy or read about your rights as an applicant under the law here:Know Your Rights: Workplace Discrimination is Illegal.#J-18808-Ljbffr
