Sales Compensation Planning Expert
On-siteSant Cugat del Vallès, Catalonia, Spain
Job Summary
Lead global quota and coverage strategy for HP's channel business, defining territory design, account segmentation, and quota allocation aligned with financial targets and sales capacity. Drive end-to-end quota planning cycles across regions and roles, implementing robust methodologies that incorporate sales potential, workload, and seniority while managing ongoing rebalancing for attrition and org changes. Establish standardized planning frameworks and automation to reduce manual effort, leveraging advanced modeling and AI/ML for scenario planning, optimization, and forecasting accuracy. Act as the global accountability point for sales planning governance, ensuring cross-functional alignment with Sales, Finance, and Compensation while driving continuous improvement in process 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
- Deep expertise in: Sales coverage and territory design
- Deep expertise in: 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
Desired 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
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