HP Sales Compensation Design Strategy Manager
HP
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Job summary
HP is seeking an expert Sales Compensation Design Manager to lead the design, governance, and execution of global sales incentive and quota programs across a complex multi-channel go-to-market model.
The role combines strategy, analytics, and execution to ensure compensation and quota frameworks drive desired sales behaviors, support margin goals, and scale consistently worldwide.
Qualifications
- 10+ years of progressive experience in sales compensation and quota planning.
- Experience leading compensation design and quota planning 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.
Responsibilities
- 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 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 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.
Skills
Education
Tools
Job 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. 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.
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. 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.
- 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 (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
- 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)
- Experience in technology, hardware, or hybrid product/services sales models
- Fluency in Business English (both verbal and written)
- Bachelor or Master's degree in Business, Finance, or related field
- Demonstrated experience leading transformations in highly complex matrixed organizations
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