Sales Compensation Planning Expert
Core
Lead the design, governance, and continuous improvement of global sales planning processes, specifically owning end-to-end quota and sales coverage strategy for channel business.
Role type
Senior Sales Compensation Planning Expert (Quota & Coverage Strategy)
Builds
Global quota deployment frameworks, standardized coverage models, and integrated SPM tools for multi-channel go-to-market execution.
Domain
Technology hardware sales, Channel business, Sales Operations
Deliverable
production ML models | product features | dashboards & analysis
Required skills
Quota setting methodologies, Sales coverage and territory design, Channel business models, Global process standardization, Data-driven planning and modeling, Scenario planning and optimization, KPI definition for quota accuracy and coverage effectiveness, Cross-functional stakeholder influence
Preferred skills
SPM tools (Anaplan, Forma/Varicent), AI/ML-based planning approaches, Large-scale sales transformation program experience, Quota governance frameworks
Technologies
Anaplan, Forma/Varicent, SPM tools
Responsibilities
Define and evolve global sales coverage and quota deployment strategy for channel business; Lead global quota planning cycles across regions and sales roles; Drive integration of territory design and account segmentation into a consistent planning framework; Develop advanced coverage and quota modeling capabilities including scenario planning; Act as a global point of accountability for sales planning governance; Identify and drive process improvement opportunities based on field feedback.
Seniority
Senior, hands-on IC with strategic scope
