Forecasting & Pipeline Lead

## Forecasting & Pipeline Lead Apply:
Buffalo, NY, United States of America:
Full time:
Posted Today:
R-117408
** Accelerate your career. Join the organization that's driving the world's technology and shape the future.
** Ingram Micro is a leading technology company for the global information technology ecosystem. With the ability to reach nearly 90% of the global population, we play a vital role in the worldwide IT sales channel, bringing products and services from technology manufacturers and cloud providers to business-to-business technology experts. Our market reach, diverse solutions and services portfolio, and digital platform Ingram Micro XvantageTM set us apart.

Learn more rammicro.comCome join our team where you’ll make technology happen in surprising ways. Let’s shape tomorrow - it’ll be a fun journey!
** Position Summary
** The Forecasting & Pipeline Pillar Lead owns the strategy, standards, governance, and operating rhythms that create a reliable view of revenue gap, surplus, risk, and required action. The role establishes consistent pipeline management and forecasting practices, improves data quality and forecast accuracy, and increases leadership confidence in revenue visibility.

This is a strategic Revenue Operations leadership role focused on building scalable, repeatable programs and driving adoption across sales teams. It is not limited to producing reports or coordinating one-time activities.  
** Key Responsibilities
**** Forecasting Strategy & Governance
*** Define and maintain the forecasting methodology, principles, categories, and standards used across the sales organization.
* Establish consistent forecast review, calibration, inspection, and escalation routines.
* Create common definitions for commit, best case, pipeline, risk, and upside so rollups are comparable across teams.
* Drive forecast accountability through clear ownership, evidence-based decisions, and measurable operating expectations.
** Pipeline Management & Data Quality
*** Own the end-to-end pipeline governance framework, including common stages, exit criteria, required data, and hygiene standards.
* Improve visibility into coverage, gaps, surplus, stage progression, aging, conversion, and stalled opportunities.
* Partner with sales leaders to embed weekly pipeline inspection and proactive risk management into the rhythm of business.
* Establish controls that improve the completeness, freshness, and reliability of pipeline and forecast inputs.
** Revenue Visibility & Insights
*** Partner with analytics, CRM, and business teams to create a consistent, trusted view of pipeline and forecast performance.
* Translate revenue signals into clear actions, decisions, risks, and recommendations for sales leadership.
* Define KPI baselines and monitor forecast accuracy, pipeline coverage, stage conversion, aging, and data quality.
* Identify systemic gaps, process breakdowns, and opportunities for continuous improvement.
** Program Leadership & Adoption
*** Build a pillar charter, roadmap, milestones, decision log, risk and dependency log, and review cadence.
* Lead cross-functional initiatives that standardize forecasting and pipeline practices across business units.
* Partner with Enablement to develop manager and seller training, playbooks, communications, and coaching tools.
* Drive adoption through stakeholder alignment, change management, governance, and transparent measurement.
** Cross-Functional Leadership
*** Align sales leaders, Sales Excellence, Finance, analytics, CRM, product, and enablement partners around a shared operating model.
* Facilitate governance forums and executive reviews, resolve dependencies, and escalate decisions when needed.
* Ensure Forecasting & Pipeline remains connected to Growth, Territory &…