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

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.

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 general 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 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

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

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.

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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