Sales Compensation - Integral Engagement Lead

Description -

HP is seeking an expert in Sales Compensation & Quota Planning to lead the design, governance, and execution of sales incentive and quota programs across a complex, multi-channel go-to-market model. This role sits at the intersection of strategy, analytics, and execution , ensuring compensation and quota frameworks drive the right sales behaviors, support margin and growth objectives, and scale globally with consistency and transparency.

The ideal candidate is both strategic and hands‑on , with proven experience leading compensation design and quota planning in large, matrixed organizations and serving as a trusted advisor to Sales, Finance, and Executive leadership.

Key Responsibilities

- Lead the end-to-end design of global sales compensation plans across direct, indirect, overlay, and specialist roles
- Ensure plans are aligned to HP's growth strategy, product mix, margin objectives, and channel model
- Balance simplicity, scalability, and motivational impact while maintaining governance and compliance
- Translate strategic priorities into measurable incentive mechanics (rates, accelerators, thresholds, SPIFFs)

Quota Planning & Deployment

- Own annual and in-year quota planning cycles across regions, segments, and roles
- Develop quota methodologies that ensure fairness, achievability, and differentiation , grounded in data and historical performance
- Partner with Sales Operations, Finance, and GTM leaders to align quotas to revenue targets and capacity models
- Drive consistent quota allocation processes, timelines, and approval frameworks globally

Analytics, Insights & Performance Management

- Establish performance analytics to evaluate plan effectiveness, quota attainment, pay-for-performance, and ROI
- Identify trends, risks, and unintended behaviors and recommend plan or quota adjustments
- Deliver clear executive-level insights and scenario modeling to support decision-making

Leadership & Stakeholder Management





- Act as a trusted advisor to senior Sales and Finance leadership
- Lead and develop a high-performing compensation and quota planning team
- Influence across a matrixed organization without direct authority
- Navigate ambiguity and competing priorities with executive presence and clarity

Required Qualifications

- 10+ years of progressive experience in sales compensation and quota planning
- Proven leadership experience in a large, international, matrixed organization
- Deep expertise in compensation plan design and quota methodologies across multiple sales roles and international complexity
- Strong analytical skills with the ability to translate data into executive-ready insights
- Experience leading annual planning cycles with complex stakeholder alignment
- Advanced knowledge of SPM/ICM platforms (e.g., SAP SuccessFactors, Xactly, Varicent, Forma, or similar)

Preferred Qualifications

- Experience in technology, hardware, or hybrid product/services sales models
- MBA or advanced degree in Business, Finance, or related field
- Demonstrated experience leading transformations in highly complex matrixed organizations

Success Metrics (First 12-18 Months)

- On-time, high-quality delivery of annual compensation and quota cycles
- Improved quota attainment correlation to performance and reduced plan complexity
- Increased confidence and trust from Sales leadership in incentive fairness
- Measurable reduction in manual processes and exception handling
- Clear linkage between incentives, sales behavior, and business outcomes

Salary

The pay range for this role is $105,050 to $160,000 USD annually with additional opportunities for pay in the form of bonus and/or equity (applies to United States of America candidates only). Pay varies by work location, job-related knowledge, skills, and experience.

Benefits

HP offers a comprehensive benefits package for this position, including:

- Health insurance
- Dental insurance
- Vision insurance
- Long term/short term disability insurance
- Employee assistance program
- Flexible spending

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