ph3Role Summary /h3 pHP 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. /p h3Key Responsibilities /h3 ul liQuota Coverage Strategy Leadership /li liDefine and evolve HP’s global sales coverage and quota deployment strategy for channel business (distributors, commercial channel, retail). /li liEnsure coverage design is defined upfront and aligned with quota deployment timelines to maximize planning effectiveness. /li liDrive integration of territory design, account segmentation, and quota allocation into a consistent planning framework. /li liEstablish standard coverage models and role definitions aligned to HP’s go-to-market and partner ecosystem. /li liQuota Planning Deployment Excellence /li liLead global quota planning cycles across regions, RTMs, and sales roles, ensuring alignment with financial targets and strategic priorities. /li liDesign and implement robust quota methodologies incorporating: /li ul liSales potential (TAM, account/partner potential) /li liSales rep workload and capacity /li liSales role seniority and specialization /li /ul liDrive ongoing quota rebalancing processes to reflect business changes (targets, org changes, attrition) /li liEnsure general consistency in quota deployment processes, governance, and timelines.



/li liProcess Standardization Transformation /li liLead the definition and rollout of sales planning standards and best practices globally, including: /li ul liStandard quota dimensions and deployment granularity /li liRole and plan rationalization /li liInterlock processes across Sales, Finance, and Compensation /li /ul liDrive end-to-end process simplification and automation, reducing reliance on manual/offline workflows /li liSupport implementation of integrated SPM tools and data architectures enabling scalable planning and execution /li liAnalytics, Modeling Insights /li liDevelop advanced coverage and quota modeling capabilities, including scenario planning and optimization. /li liLeverage data, analytics, and AI/ML to: /li ul liAssess customer/partner potential /li liOptimize coverage and quota allocation /li liImprove forecasting accuracy and ROI /li /ul liEstablish KPIs to measure: /li ul liQuota accuracy and attainability /li liCoverage effectiveness /li liSales productivity and performance /li /ul liGovernance Cross-Functional Alignment /li liAct as a global point of accountability for sales planning governance, ensuring consistency and compliance. /li liDrive alignment across: /li ul liSales leadership /li liFinance (targets, budget alignment) /li liSales Compensation (incentive design integration) /li /ul liEnable structured quota change control and governance frameworks. /li liContinuous Improvement Best Practice Evolution /li liIdentify and drive process improvement opportunities based on field feedback and performance insights. /li liPromote industry best practices in coverage design, quota setting, and sales planning efficiency.



/li liLead initiatives to improve: /li ul liPlanning speed and agility /li liData quality and reliability /li liEnd-user experience for planners and sales managers /li /ul /ul h3Required Qualifications /h3 ul li5-10+ years of experience in sales planning, sales compensation, or sales operations in a global environment /li liDeep expertise in: /li ul liQuota setting methodologies /li liSales coverage and territory design /li liChannel business models and partner ecosystems /li /ul liProven track record delivering global process standardization and transformation programs /li liStrong analytical capabilities with experience in data-driven planning and modeling /li liFluency in Business English (both written and verbal) /li liBachelor or Master's degree in Finance, Economics or any relevant /li liExperience working in complex, matrixed organizations with multiple RTMs and sales roles /li liAbility to influence senior stakeholders across Sales, Finance, and Operations /li /ul h3Preferred Qualifications /h3 ul liExperience with SPM tools (e.g., Anaplan, Forma/Varicent) and sales analytics platforms /li liKnowledge of AI/ML-based planning approaches /li liExperience in large-scale sales transformation programs /li liFamiliarity with quota governance frameworks and financial planning integration /li /ul h3Success Criteria (12–18 months) /h3 ul liImproved quota accuracy and fairness across channel roles /li liReduced quota deployment cycle time and manual effort /li liIncreased coverage effectiveness and sales productivity /li liAdoption of standardized planning processes globally /li liStrong alignment between Finance targets and Sales execution /li /ul pSales and Services Entity (ES11) /p pWe’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 /p #J-18808-Ljbffr

📌 Sales Compensation Planning Expert (Barcelona)
🏢 HP
📍 Barcelona