HP Sales Compensation Design Strategy Manager
Description -
Job Summary:
HP is seeking an expert in Sales Compensation Design Manager to lead the design, governance, and execution of sales incentive and quota programs across a complex, multi-channel go-to-market model. This role sits at the intersection of strategy, analytics, and execution, ensuring compensation and quota frameworks drive the right sales behaviors, support margin and growth objectives, and scale globally with consistency and transparency.
The ideal candidate is both strategic and hands-on, with proven experience leading compensation design and quota planning in large, matrixed organizations and serving as a trusted advisor to Sales, Finance, and Executive leadership.
Key Responsibilities:
Sales Compensation Strategy & Design:
Lead the end-to-end design of global sales compensation plans across direct, indirect, overlay, and specialist roles
Manage a team of regional experts to drive global coordination of strategies, programs and processes
Ensure plans are aligned to HP’s growth strategy, product mix, margin objectives, and channel model
Balance simplicity, scalability, and motivational impact while maintaining governance and compliance
Translate strategic priorities into measurable incentive mechanics (rates, accelerators, thresholds, SPIFFs)
Quota Planning & Deployment:
Own annual and in-year quota planning cycles across regions, segments, and roles
Develop quota methodologies that ensure fairness, achievability, and differentiation, grounded in data and historical performance
Partner with Sales Operations, Finance, and GTM leaders to align quotas to revenue targets and capacity models
Drive consistent quota allocation processes, timelines, and approval frameworks globally
Analytics, Insights & Performance Management:
Establish performance analytics to evaluate plan effectiveness, quota attainment, pay-for-performance, and ROI
Identify trends, risks, and unintended behaviors and recommend plan or quota adjustments
Deliver clear executive-level insights and scenario modeling to support decision-making
Leadership & Stakeholder Management:
Act as a trusted advisor to senior Sales and Finance leadership
Lead and develop a high-performing compensation and quota planning team
Influence across a matrixed organization without direct authority
Navigate ambiguity and competing priorities with executive presence and clarity
Required Qualifications:
10+ years of progressive experience in sales compensation and quota planning
Proven leadership experience in a large, international, matrixed organization
Deep expertise in compensation plan design and quota methodologies across multiple sales roles and international complexity
Strong analytical skills with the ability to translate data into executive-ready insights
Experience leading annual planning cycles with complex stakeholder alignment
Advanced knowledge of SPM/ICM platforms (e.g., SAP SuccessFactors, Xactly, Varicent, Forma, or similar)
Preferred Qualifications:
- Experience in technology, hardware, or hybrid product/services sales models
Fluency in Business English (both verbal and written)
Bachelor or Master's degree in Business, Finance, or related field
Demonstrated experience leading transformations in highly complex matrixed organizations
Success Metrics (First 12–18 Months):
On-time, high-quality delivery of annual compensation and quota cycles
Improved quota attainment correlation to performance and reduced plan complexity
Increased confidence and trust from Sales leadership in incentive fairness & effectiveness
Measurable reduction in manual processes and exception handling
Clear linkage between incentives, sales behavior, and business outcomes
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 "
