Domain Expert- Sales Planning & Sales Compensation

Prodapt; Chennai District; On-site; INR 1,800,000 - 2,600,000; Full time

Job summary

Prodapt is seeking a Domain Expert in Sales Planning and Sales Compensation to accelerate transformation of a legacy ICM platform for a US Tier-1 telecom operator, servicing SMB to Global accounts. You will define business requirements, validate solution design, and ensure aligned payout rules and territory/quota models.

The role requires deep expertise in incentive compensation, quota design, and CRM/ERP integrations.

Qualifications

• 8+ years of experience in Sales Planning or Incentive Compensation Management.
• Hands-on with ICM/SPM platforms like Varicent, Xactly, SAP Callidus/CallidusCloud, Anaplan.
• Strong stakeholder management and ability to translate business rules into system requirements.

Responsibilities

• Serve as SME on sales planning, territory & quota management, and incentive compensation in telecom enterprise context.
• Analyze current-state workflows and systems; define future-state requirements for territory design, quota setting, and payout calculation.
• Translate compensation rules into data models and workflow configurations; support UAT and change management.

Skills

Sales Planning

Sales Compensation

Incentive Compensation Management

Telecom

B2B Enterprise

ICM platforms

Territory & Quota

Stakeholder Mgmt

Tools

Varicent

Xactly

SAP Callidus/CallidusCloud

Anaplan

Oracle Incentive Compensation

NICE Performance Management

Job description

Overview
Job Description: Sales Planning & Sales Compensation Domain Expert
Role Title: Domain Expert - Sales Planning & Sales Compensation (Telecom / Enterprise Segment)
Engagement Context: Digital transformation of Sales Planning & Incentive Compensation Management (ICM) platform for a US Tier-1 Telecom Operator serving Enterprise/B2B segments
About The Role
We are seeking a Sales Planning and Sales Compensation Domain Expert to support the transformation of a legacy sales planning and compensation platform for a leading US Tier-1 telecommunications operator. The platform serves multiple enterprise customer segments (e.g., SMB, Mid-Market, Large Enterprise, Global/Strategic Accounts) and this role will be central to defining business requirements, validating solution design, and ensuring the modernized platform aligns with complex, segment-specific sales compensation and territory/quota planning models.
Responsibilities

• Key Responsibilities
• Serve as the subject matter expert (SME) on sales planning, territory & quota management, and incentive compensation processes within a telecom enterprise sales context
• Analyze current-state (as-is) sales planning and compensation workflows, systems (e.g., ICM/SPM tools like Varicent, Xactly, SAP Callidus, Anaplan), and pain points across different enterprise segments
• Define future-state (to-be) business requirements and process flows for territory design, quota setting, plan administration, crediting, and payout calculation
• Partner with architects and engineering teams to translate compensation business rules into system logic, data models, and workflow configurations
• Validate that plan designs correctly handle segment-specific nuances (e.g., differing quota structures, deal complexity, channel/overlay roles, named accounts vs. geo-based territories)
• Support data mapping and migration efforts from legacy systems, ensuring compensation history, hierarchy, and crediting rules are preserved accurately
• Lead or contribute to UAT planning, test case design, and validation of calculated payouts against expected business outcomes
• Advise on compliance, audit, and SOX-related controls typical of enterprise sales compensation platforms
• Collaborate with sales operations, finance, HR, and IT stakeholders on both client and delivery sides
• Support change management and training material development for end users (sales reps, managers, comp analysts)
• Document business rules, edge cases, and exception-handling logic clearly for technical teams
  

Requirements
Required Experience & Skills

• 8+ years of experience in Sales Planning, Sales Compensation, or Incentive Compensation Management, ideally within telecom or a comparable B2B/enterprise sales environment
• Strong understanding of enterprise sales segmentation (SMB, Mid-Market, Enterprise, Strategic/Global Accounts) and how compensation/territory models differ across them
• Hands-on functional experience with one or more ICM/SPM platforms (e.g., Varicent, Xactly, SAP Callidus/CallidusCloud, Anaplan, Oracle Incentive Compensation, NICE Performance Management)
• Deep knowledge of compensation plan design elements: quota allocation, crediting rules, tiered/accelerator payouts, draws, clawbacks, SPIFs, and dispute management
• Experience with territory and quota planning methodologies, including account-based and geo-based models
• Familiarity with telecom sales processes — order-to-cash, CPQ, CRM (Salesforce preferred), billing/OSS-BSS touchpoints — is a strong plus
• Ability to translate ambiguous business rules into clear, structured requirements for technical teams
• Strong stakeholder management and communication skills; comfortable working with both business and technical audiences
• Experience supporting system migrations or platform transformations (legacy to modern SaaS-based ICM) is highly desirable