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In this role you will lead the global sales planning, quota, and coverage strategy for HP’s multi-channel go-to-market. You will partner with Sales, Finance, and Compensation to standardize and automate planning processes, ensuring targets align with market potential and capacity. You will build data-driven models and governance to enable scalable planning across regions and RTMs. This is a hands-on, cross-functional leadership role that shapes how HP allocates resources and measures success in a complex channel ecosystem.
Compensaciones / Beneficios
• Define and evolve global sales coverage and quota deployment strategy for channel business (distributors, commercial channel, retail)
• Ensure upfront coverage design aligns with quota deployment timelines
• Integrate territory design, account segmentation, and quota allocation into a consistent planning framework
• Establish standard coverage models and role definitions aligned to go-to-market and partner ecosystem
• Lead general quota planning cycles across regions, RTMs, and sales roles; ensure alignment with targets
• Design robust quota methodologies considering TAM, workload, capacity, and role seniority
• Drive quota rebalancing to reflect business changes and maintain governance
• Ensure global consistency in quota deployment processes and timelines




• Roll out standard sales planning practices including quota dimensions and role rationalization
• Interlock Sales, Finance, and Compensation to enable end-to-end processes and automation
• Support implementation of integrated SPM tools and data architectures for scalable planning
• Develop advanced coverage and quota modeling with scenario planning and optimization
• Use data/AI/ML to assess potential, optimize coverage, and improve forecasting and ROI
• Establish KPIs to measure quota accuracy, coverage effectiveness, and productivity
• Govern sales planning globally ensuring consistency and compliance
• Drive continuous improvement via field feedback and best-practice adoption
• Lead initiatives to improve planning speed, data quality, and end-user experience
Responsabilidades
• 5-10+ years in xqbhyrx sales planning, sales compensation, or sales operations in a global environment
• Deep expertise in quota setting methodologies and sales coverage/territory design
• Strong experience with channel business models and partner ecosystems
• Proven track record of global process standardization and transformation programs
• Strong analytical capabilities and data-driven planning experience
• Fluency in Business English (written and verbal)
• Bachelor in Finance or Economics (or equivalent) with relevant experience
• Experience in complex, matrixed organizations with multiple RTMs and sales roles
• Ability to influence senior stakeholders across Sales, Finance, and Operations
Requisitos principales
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📌 Sales Compensation Planning Expert (España)
🏢 Hewlett-Packard
📍 España