Description
HP is seeking an expert in Sales Compensation Design Manager to lead the design, governance, and execution of sales incentive and quota programs across a complex, multi-channel go-to-market model.
The ideal candidate is both strategic and hands-on, with proven experience leading compensation design and quota planning in large, matrixed organisations and serving as a trusted advisor to Sales, Finance, and Executive leadership.
Key Responsibilities:
- Sales Compensation Strategy & Design:
- Lead the end-to-end design of global sales compensation plans across direct, indirect, overlay, and specialist roles.
- Manage a team of regional experts to drive global coordination of strategies, programs, and processes.
- 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.
- 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 behaviours and recommend plan or quota adjustments.
- Deliver clear executive-level insights and scenario modelling 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 organisation 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 organisation.
- 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.
Preferred Qualifications:
- Experience in technology, hardware, or hybrid product/services sales models.
- Fluency in Business English.
- Bachelor or Master's degree in Business, Finance, or related field.
- Demonstrated experience leading transformations in highly complex matrixed organisations.
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 & effectiveness.
- Measurable reduction in manual processes and exception handling.
- Clear linkage between incentives, sales behaviour, and business outcomes.