Sales Compensation Planning Expert

About the role

HP is seeking a Sales Compensation Planning Expert to lead the design, governance and continuous improvement of global sales planning processes across its channel business. The role owns the end-to-end quota and sales coverage strategy, aligning financial targets, sales capacity and market potential, and sits at the intersection of Sales, Finance and Sales Compensation. It is a full-time position based in Sant Cugat del Valles.

Key responsibilities

• Define and evolve the global sales coverage and quota deployment strategy for distributors, the commercial channel and retail, integrating territory design, account segmentation and quota allocation.
• Lead global quota planning cycles across regions, RTMs and sales roles, including quota rebalancing, and ensure consistent governance and timelines.
• Drive global standardization of quota dimensions, role rationalization and process automation, and support integrated SPM tools and data architectures.
• Build coverage and quota modeling, scenario planning and optimization, using data, analytics and AI/ML to assess potential, optimize allocation and improve forecasting accuracy.
• Establish KPIs for quota accuracy, coverage effectiveness, sales productivity and performance.
• Act as the global point of accountability for planning governance, aligning Sales leadership, Finance targets and Sales Compensation incentive design, and enable quota change control.
• Drive continuous improvement of planning speed, data quality and end-user experience.

Required profile

• 5-10+ years of experience in sales planning, sales compensation or sales operations in a global environment.
• Deep expertise in quota setting, sales coverage and territory design, and channel business models and partner ecosystems.
• Proven track record of global process standardization and transformation programs.
• Strong analytical capabilities and fluency in Business English.
• Bachelor's or Master's degree in Finance, Economics or a related field.
• Experience in complex, matrixed organizations with multiple RTMs and sales roles, and ability to influence senior stakeholders.

Required skills

• Quota setting methodologies and sales coverage design
• Preferred: SPM tools such as Anaplan or Forma/Varicent and sales analytics platforms
• Preferred: knowledge of AI/ML-based planning and quota governance frameworks