Descripción de la oferta
This job is with HP, an inclusive employer and a member of myGwork – the largest global platform for the LGBTQ+ business community. Please do not contact the recruiter directly.Sales Compensation Planning ExpertDescription -Role Summary:HP 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.Key Responsibilities:1. Quota & Coverage Strategy LeadershipDefine and evolve HP's global sales coverage and quota deployment strategy for channel business (distributors, commercial channel, retail).Ensure coverage design is defined upfront and aligned with quota deployment timelines to maximize planning effectiveness.Drive integration of territory design, account segmentation, and quota allocation into a consistent planning framework.Establish standard coverage models and role definitions aligned to HP's go-to-market and partner ecosystem.2. Quota Planning & Deployment ExcellenceLead global quota planning cycles across regions, RTMs, and sales roles, ensuring alignment with financial targets and strategic priorities.Design and implement robust quota methodologies incorporating:Sales potential (TAM, account/partner potential)Sales rep workload and capacitySales role seniority and specializationDrive ongoing quota rebalancing processes to reflect business changes (targets, org changes, attrition)Ensure global consistency in quota deployment processes, governance, and timelines.3. Process Standardization & TransformationLead the definition and rollout of sales planning standards and best practices globally, including:Standard quota dimensions and deployment granularityRole and plan rationalizationInterlock processes across Sales, Finance, and CompensationDrive end-to-end process simplification and automation, reducing reliance on manual/offline workflowsSupport implementation of integrated SPM tools and data architectures enabling scalable planning and execution4. Analytics, Modeling & InsightsDevelop advanced coverage and quota modeling capabilities, including scenario planning and optimization.Leverage data, analytics, and AI/ML to:Assess customer/partner potentialOptimize coverage and quota allocationImprove forecasting accuracy and ROIEstablish KPIs to measure:Quota accuracy and attainabilityCoverage effectivenessSales productivity and performance5. Governance & Cross-Functional AlignmentAct as a global point of accountability for sales planning governance, ensuring consistency and compliance.Drive alignment across:Sales leadershipFinance (targets, budget alignment)Sales Compensation (incentive design integration)Enable structured quota change control and governance frameworks.6. Continuous Improvement & Best Practice EvolutionIdentify and drive process improvement opportunities based on field feedback and performance insights.Promote industry best practices in coverage design, quota setting, and sales planning efficiency.Lead initiatives to improve:Planning speed and agilityData quality and reliabilityEnd-user experience for planners and sales managersRequired Qualifications5-10+ years of experience in sales planning, sales compensation, or sales operations in a global environmentDeep expertise in:Quota setting methodologiesSales coverage and territory designChannel business models and partner ecosystemsProven track record delivering global process standardization and transformation programsStrong analytical capabilities with experience in data-driven planning and modelingFluency in Business English (both written and verbal)Bachelor or Master's degree in Finance, Economics or any relevantExperience working in complex, matrixed organizations with multiple RTMs and sales rolesAbility to influence senior stakeholders across Sales, Finance, and OperationsPreferred QualificationsExperience with SPM tools (e.g., Anaplan, Forma/Varicent) and sales analytics platformsKnowledge of AI/ML-based planning approachesExperience in large-scale sales transformation programsFamiliarity with quota governance frameworks and financial planning integrationSuccess Criteria (12-18 months)Improved quota accuracy and fairness across channel rolesReduced quota deployment cycle time and manual effortIncreased coverage effectiveness and sales productivityAdoption of standardized planning processes globallyStrong alignment between Finance targets and Sales executionSales and Services Entity (ES11)We'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!#LI-POSTJob -Business PlanningSchedule -Full timeShift -No shift premium (Spain)Travel -Relocation -Equal Opportunity Employer (EEO) -HP, 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).Please 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.For 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 "
