Experteer Overview 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 general 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 global 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 experienceResponsabilidades
- 5-10+ years in 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 OperationsRequisitos principales
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