Planning and Design Principal

Planning and Design Principal
** Description
- **** About the Role
** HP is seeking a Principal of Sales Compensation & Quota Planning to lead the design, governance, and execution of global 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
*** 15+ years of progressive experience in sales compensation and quota planning
* Proven leadership experience in a large, global, matrixed organization
* Deep expertise in compensation plan design and quota methodologies across multiple sales roles and global 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 Success Factors, 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 $130,700 to $208,000 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 account   
* Life…