Sales Compensation Planning Expert
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:
5. Governance & Cross-Functional Alignment
Act as a global point of accountability for sales planning governance, ensuring consistency and compliance.
Drive alignment across:
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!
#LI-POST
Job -
Business Planning
Schedule -
Full time
Shift -
No shift premium (Spain)
Travel -
Relocation -
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 "
