Overview

: Sales Planning & Sales Compensation Domain ExpertRole 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 segmentsAbout the RoleWe 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
- Robust 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

📌 Domain Expert- Sales Planning & Sales Compensation (Chennai)
🏢 Prodapt
📍 Chennai