About the Role
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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).
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.
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.
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 bonus and/or equity (applicable to United States of America candidates only). Pay varies by work location, job‑related knowledge, skills, and experience. xhfqzwm
Benefits
Health insurance
Dental insurance
Vision insurance
Long‑term/short‑term disability insurance
Employee assistance program
Flexible spending account
Life insurance
Generous time off policies, including 4–12 weeks fully paid parental leave based on tenure
11 paid holidays
Additional versátil paid vacation and sick leave (US benefits overview)
The compensation and benefits information is accurate as of the date of this posting. The Company reserves the right to modify this information at any time, with or without notice, subject to applicable law.
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