Global Process Lead - Opportunity Management & Forecasting

Hewlett Packard Enterprise•Houston, TX

2d•$119,500 - $275,000•Hybrid

About The Position

The Global Process Lead for Opportunity Management & Forecasting owns the end-to-end strategy, governance, policies, processes, and supporting platforms for Opportunity Management, Pipeline Hygiene, and Forecasting across Global Sales and Networking. This role establishes the future-state vision and roadmap, drives enterprise-wide alignment across geographies and business units, serves as the global business owner for key sales execution platforms, and leads the evolution of capabilities that improve seller productivity, pipeline quality, forecasting accuracy, and business decision-making. The role partners closely with Sales Strategy & Planning, Sales Operations, Revenue Operations, Finance, Decision Science, Enablement, Management of Change, IT, Networking, and executive leadership to ensure Opportunity Management and Forecasting capabilities effectively support HPE's go-to-market strategy and operational objectives.

Requirements

Bachelor’s or master’s degree in business, finance, operations, information systems, or a related field; or equivalent experience.
Typically 10+ years of experience in sales operations, business process management, forecasting, CRM, finance, or related functions, including leadership of complex global initiatives.
Proven experience designing, governing, and improving enterprise-wide sales processes and supporting systems.
Demonstrated success leading cross-functional transformation programs across regions, functions, and management levels.
Deep experience with Salesforce or comparable CRM platforms and connected sales, data, analytics, and reporting capabilities.
Opportunity management and forecasting expertise: Deep knowledge of pipeline governance, sales operations, enterprise sales processes, seller workflows, and revenue management practices.
Strategic vision and transformation leadership: Ability to define a long-term vision, translate it into executable roadmaps, and lead enterprise-wide transformation across functions, regions, and management levels.
Governance and process leadership: Proven capability to establish global policies, governance structures, prioritization frameworks, operating models, process controls, and continuous-improvement practices.
CRM, platforms, and digital innovation: Strong understanding of Salesforce, Clari, connected analytics and reporting capabilities, platform strategy, AI-enabled solutions, automation, and emerging technologies.
Analytics and business acumen: Advanced analytical, financial, and problem-solving skills, including KPI design, ROI and scenario analysis, root-cause analysis, and conversion of complex data into actionable recommendations.
Executive communication and influence: Exceptional facilitation, negotiation, consensus-building, conflict-resolution, executive presentation, and stakeholder-influence skills across technical and non-technical audiences.
Cross-functional program leadership and personal effectiveness: Ability to lead complex global initiatives without direct authority, manage ambiguity and competing priorities, and demonstrate ownership, accountability, collaboration, and strong customer and seller focus.

Nice To Haves

Project or program management certification is an advantage.
Experience supporting organizational redesigns, business transformations, or mergers and acquisitions preferred.
Experience leveraging AI-enabled capabilities, automation, or digital transformation technologies preferred.

Responsibilities

Define and execute the global strategy, future-state vision, and multi-year roadmap for Opportunity Management, Pipeline Hygiene, and Forecasting.
Serve as the end-to-end business process owner, ensuring consistent processes, scalable capabilities, and alignment with go-to-market priorities.
Own global policies, forecasting guidelines, stage criteria, pipeline standards, operational controls, and continuous-improvement practices.
Lead business requirements, process design, intake, prioritization, and deployment of new or enhanced capabilities.
Partner with Sales, Operations, Finance, Marketing, Decision Science, Networking, and IT to deliver business improvements and support organizational changes, integrations, and M&A activity.
Lead the Global Opportunity Management Council and related forums, driving transparent decision-making, prioritization, and deployment planning.
Build consensus across geographies, business units, and senior stakeholders, and present executive recommendations, business cases, and strategic communications.
Set the business direction and investment priorities for Salesforce, Clari, and connected sales, analytics, and reporting capabilities.
Manage strategic vendors and guide the assessment, selection, integration, and deployment of third-party, AI-enabled, and automation solutions.
Improve forecast accuracy, pipeline health, process adoption, compliance, and business predictability through performance monitoring and actionable insights.
Partner with Change Management and Sales Enablement to deliver communications, documentation, training, readiness, and adoption programs.
Provide subject-matter expertise, governance guidance, issue resolution, and executive-level escalation support for processes, policies, platforms, and business requests.