ph3Sales Compensation Planning Expert /h3 /brpDescription - /p /brpRole Summary: /p /brpHP is seeking a Sales Planning Expert – Quota Coverage Strategy to lead the design, governance, and continuous improvement of general sales planning processes across the channel business. /p /brpThis 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. /p /brpThe 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. /p /brh3Key Responsibilities: /h3 /brh31. Quota Coverage Strategy Leadership /h3 /brul /brlipDefine and evolve HP’s global sales coverage and quota deployment strategy for channel business (distributors, commercial channel, retail). /p /li /brlipEnsure coverage design is defined upfront and aligned with quota deployment timelines to maximize planning effectiveness. /p /li /brlipDrive integration of territory design, account segmentation, and quota allocation into a consistent planning framework. /p /li /brlipEstablish standard coverage models and role definitions aligned to HP’s go-to-market and partner ecosystem. /p /li /br /ul /brh32. Quota Planning Deployment Excellence /h3 /brul /brlipLead global quota planning cycles across regions, RTMs, and sales roles, ensuring alignment with financial targets and strategic priorities. /p /li /brlipDesign and implement robust quota methodologies incorporating: /p /brul /brlipSales potential (TAM, account/partner potential) /p /li /brlipSales rep workload and capacity /p /li /brlipSales role seniority and specialization /p /li /br /ul /br /li /brlipDrive ongoing quota rebalancing processes to reflect business changes (targets, org changes, attrition) /p /li /brlipEnsure global consistency in quota deployment processes, governance, and timelines. /p /li /br /ul /brh33. Process Standardization Transformation /h3 /brul /brlipLead the definition and rollout of sales planning standards and best practices globally, including: /p /brul /brlipStandard quota dimensions and deployment granularity /p /li /brlipRole and plan rationalization /p /li /brlipInterlock processes across Sales, Finance, and Compensation /p /li /br /ul /br /li /brlipDrive end-to-end process simplification and automation,



reducing reliance on manual/offline workflows /p /li /brlipSupport implementation of integrated SPM tools and data architectures enabling scalable planning and execution /p /li /br /ul /brh34. Analytics, Modeling Insights /h3 /brul /brlipDevelop advanced coverage and quota modeling capabilities, including scenario planning and optimization. /p /li /brlipLeverage data, analytics, and AI/ML to: /p /brul /brlipAssess customer/partner potential /p /li /brlipOptimize coverage and quota allocation /p /li /brlipImprove forecasting accuracy and ROI /p /li /br /ul /br /li /brlipEstablish KPIs to measure: /p /brul /brlipQuota accuracy and attainability /p /li /brlipCoverage effectiveness /p /li /brlipSales productivity and performance /p /li /br /ul /br /li /br /ul /brh35. Governance Cross-Functional Alignment /h3 /brul /brlipAct as a global point of accountability for sales planning governance, ensuring consistency and compliance. /p /li /brlipDrive alignment across: /p /brul /brlipSales leadership /p /li /brlipFinance (targets, budget alignment) /p /li /brlipSales Compensation (incentive design integration) /p /li /br /ul /br /li /brlipEnable structured quota change control and governance frameworks. /p /li /br /ul /brh36. Continuous Improvement Best Practice Evolution /h3 /brul /brlipIdentify and drive process improvement opportunities based on field feedback and performance insights. /p /li /brlipPromote industry best practices in coverage design, quota setting, and sales planning efficiency. /p /li /brlipLead initiatives to improve: /p /brul /brlipPlanning speed and agility /p /li /brlipData quality and reliability /p /li /brlipEnd-user experience for planners and sales managers /p /li /br /ul /br /li /br /ul /brh3Required Qualifications /h3 /brul /brlip5-10+ years of experience in sales planning, sales compensation, or sales operations in a global environment /p /li /brlipDeep expertise in:



/p /brul /brlipQuota setting methodologies /p /li /brlipSales coverage and territory design /p /li /brlipChannel business models and partner ecosystems /p /li /br /ul /br /li /brlipProven track record delivering global process standardization and transformation programs /p /li /brlipStrong analytical capabilities with experience in data-driven planning and modeling /p /li /brlipFluency in Business English (both written and verbal) /p /li /brlipBachelor or Master's degree in Finance, Economics or any relevant /p /li /brlipExperience working in complex, matrixed organizations with multiple RTMs and sales roles /p /li /brlipAbility to influence senior stakeholders across Sales, Finance, and Operations /p /li /br /ul /brh3Preferred Qualifications /h3 /brul /brlipExperience with SPM tools (e.g., Anaplan, Forma/Varicent) and sales analytics platforms /p /li /brlipKnowledge of AI/ML-based planning approaches /p /li /brlipExperience in large-scale sales transformation programs /p /li /brlipFamiliarity with quota governance frameworks and financial planning integration /p /li /br /ul /brh3Success Criteria (12–18 months) /h3 /brul /brlipImproved quota accuracy and fairness across channel roles /p /li /brlipReduced quota deployment cycle time and manual effort /p /li /brlipIncreased coverage effectiveness and sales productivity /p /li /brlipAdoption of standardized planning processes globally /p /li /brlipStrong alignment between Finance targets and Sales execution /p /li /br /ul /brpSales and Services Entity (ES11) /p /brpWe’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! /p /brp#LI-POST /p /brpbJob - /b Business Planning /p /brpbSchedule - /b Full time /p /brpbShift - /b No shift premium (Spain) /p /brpbTravel - /b /p /brpbRelocation - /b /p /brpbEqual Opportunity Employer (EEO) /b - /p /brpHP, 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). /p /brpPlease 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. /p /brpFor 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” /p /p #J-18808-Ljbffr

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