Sales Compensation Planning Expert

HP · Sant Cugat del Vallès

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Description -

Role Summary:

HP 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.

This role will own the end-to-end quota and sales coverage strategy, ensuring alignment between financial targets, sales capacity, and market potential while driving standardization, automation, and best practices globally.

The position sits at the intersection of Sales, Finance, and Sales Compensation, with a strong focus on enabling scalable, data-driven planning across HP’s multi-channel go-to-market model, consistent with internal SPM transformation priorities.

Key Responsibilities:

1. Quota & Coverage Strategy Leadership

• Define and evolve HP’s global sales coverage and quota deployment strategy for channel business (distributors, commercial channel, retail).

• Ensure coverage design is defined upfront and aligned with quota deployment timelines to maximize planning effectiveness.

• 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.

2. 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 incorporating:

  • Sales potential (TAM, account/partner potential)

  • Sales rep workload and capacity

  • Sales role seniority and specialization

• Drive ongoing quota rebalancing processes to reflect business changes (targets, org changes, attrition)

• Ensure global consistency in quota deployment processes, governance, and timelines.

3. Process Standardization & Transformation

• Lead the definition and rollout of sales planning standards and best practices globally, including:

  • Standard quota dimensions and deployment granularity

  • Role and plan rationalization

  • Interlock processes across Sales, Finance, and Compensation

• Drive end-to-end process simplification and automation, reducing reliance on manual/offline workflows

• Support implementation of integrated SPM tools and data architectures enabling scalable planning and execution

4. 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

• Establish KPIs to measure:

  • Quota accuracy and attainability

  • Coverage effectiveness

  • Sales productivity and performance

5. 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 (targets, budget alignment)

  • Sales Compensation (incentive design integration)

• Enable structured quota change control and governance frameworks.

6. Continuous Improvement & Best Practice Evolution

• Identify and drive process improvement opportunities based on field feedback and performance insights.

• Promote industry best practices in coverage design, quota setting, and sales planning efficiency.

• Lead initiatives to improve:

  • Planning speed and agility

  • Data quality and reliability

  • End-user experience for planners and sales managers

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

  • Channel business models and 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 (both written and verbal)

• Bachelor or Master's degree in Finance, Economics or any relevant

• 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 (e.g., 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)

We’re looking for visionaries who are ready to make an impact on the way the world works. At HP, the future’s yours to create!

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Equal Opportunity Employer (EEO) - 

HP, 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, and local law(s).

Please be assured that you will not be subject to any adverse treatment if you choose to disclose the information requested. This information is provided voluntarily. 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"

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