Sales Compensation

This position is at HP España

The selection process will be entirely managed by HP España.

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Sales Compensation - Global Engagement Lead Description - About the Role 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 Sales Compensation Strategy & Design

• 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)

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 behaviors and recommend plan or quota adjustments
• Deliver clear executive-level insights and scenario modeling 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 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 pay in the form of bonus and/or equity (applies to United States of America candidates only). Pay varies by work location, job-related knowledge, skills, and experience. Benefits: HP offers a comprehensive benefits package for this position, including:

• Health insurance
• Dental insurance
• Vision insurance
• Long term/short term disability insurance
• Employee assistance program
• Flexible spending