SPM Consultant

Responsibilities:

• Deliver implementation projects for Sales Performance Management (SPM) tools, with strong focus on territory management, quota planning, and capacity planning

• Work with client stakeholders to understand their annual sales planning process for a new fiscal year

• Lead or support workshops, discovery sessions, and requirements gathering meetings

• Analyze client processes related to territory design, quota allocation, coverage model, and sales capacity

• Translate business requirements into tool configuration, solution design, and functional specifications

• Configure or support configuration of SPM solutions based on agreed planning logic and business rules

• Define and document planning structures such as territories, hierarchies, quota logic, allocation rules, capacity assumptions, and workflows

• Prepare project documentation, including business requirements, functional design, process flows, test scenarios, and user guidance

• Work with data needed for implementation, including validation of source data, mapping, reconciliation, and support for data preparation

• Support SIT, UAT, defect resolution, training, and rollout

Required skills and experience: 

• Experience in Sales Operations, Revenue Operations, Sales Finance, FP&A, commercial controlling, or sales planning

• Must-have experience in annual sales planning for a new fiscal year

• Good practical understanding of territory management, including territory design, territory alignment, account assignment logic, segmentation, balancing workloads, and reducing territory gaps or overlaps.

• Good practical understanding of quota planning, including top-down and bottom-up target setting, quota allocation, quota cascading, use of historical performance, market opportunity, and target validation.

• Good practical understanding of capacity planning, including headcount planning, role planning, coverage planning, and estimating the number and type of sales resources needed to deliver revenue goals.

• Experience with scenario analysis / what-if planning to compare different options for territories, quotas, and team capacity before final decisions are made

• Experience working with sales organizations and understanding how companies set targets, define coverage, and assign territories

• Experience in client-facing work, including workshops, stakeholder meetings, requirements gathering, and solution discussions

• Experience in client-facing consulting work, especially workshops, discovery meetings, requirements gathering, stakeholder interviews, solution discussions, and business process documentation.

• Strong analytical skills and experience working with sales data, KPIs, and reporting

• Good knowledge of Excel and SQL

• Experience supporting testing, UAT, and user training

• Strong communication skills, with ability to explain complex planning logic in simple business language to Sales, Finance, and Operations stakeholders.

Nice to have:

• Experience with SPM or planning tools such as Anaplan, Xactly, Varicent, SAP, Salesforce SPM, Pigment, Board, Vena, or Adaptive Planning

• Experience with CRM, ERP, or HR systems connected to sales planning

• Experience in an international or enterprise environment.

What we offer: 

• A real impact on projects and the chance to implement your own ideas.

• Access to modern tools and a dynamic work environment.

• Continuous learning opportunities, including training and certifications.

• Flexibility – work remotely or from our centrally located modern office.

• Competitive salary and benefits package (Multisport, health & life insurance).

• International exposure – projects across Europe, the US, and Asia.