Domain Expert- Sales Planning & Sales Compensation

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.

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