Job DescriptionThe Global Process Lead for Opportunity to Cash (OTC) is an end-to-end process expert responsible for designing, optimizing, and governing the complete commercial lifecycle - from initial customer engagement through revenue collection - across all regions (AMER, EMEA, and APAC). This role owns the global OTC process blueprint spanning Order Entry & Confirmation, Supply Planning, Order Fulfilment & Manufacturing, Customer Project Management, and Cash, ensuring seamless integration with adjacent value streams including Opportunity to Order (OTO), SIOP, NPDI, and Source to Pay (STP).
This leader orchestrates fundamentally different process architectures for Make-to-Stock (MTS), Configure-to-Order (CTO), and Engineer-to-Order (ETO) commitment types within a unified governance framework recognizing that the capabilities required for each are different in kind, not degree. The role serves as the primary liaison between the TEO organization and business execution teams for the OTC value stream.
KEY RESPONSIBILITIES
- Process Design & Standardization: Own the global OTC blueprint including L2, L3, and L4 process maps across five process verticals: Order Entry & Confirmation, Supply Planning, Order Fulfilment & Manufacturing, Customer Project Management, and Cash with differentiated architectures for MTS, CTO, and ETO commitment types.
- Multi-Model Process Architecture: Design distinct process flows for each commitment type with differentiated automation targets (60-90% touchless for MTS, rules-driven for CTO, AI-assisted with human judgment for ETO), cycle time expectations, and governance mechanisms.
- Cross-Functional Collaboration: Partner with Sales, Engineering, Operations, Finance, Procurement, Project Management, and Services to define roles, responsibilities, and handoffs (RACI) across the full OTC lifecycle.
- SOP Development & Governance: Draft and maintain Standard Operating Procedures and Job Aids governing OTC processes, with clear focus on system-specific execution steps, data origins, revenue recognition rules, and critical handoff points.
- Regional Alignment: Coordinate with Regional Process Leaders across AMER, EMEA, and APAC to ensure consistent global adoption while accommodating legitimate regional requirements, pursuing standardization through connected insights rather than rigid centralization.
- System Integration: Collaborate with Digital/Technology teams to ensure O2C processes are enabled through enterprise systems (Oracle ERP, CPQ, CRM, Cyberplan, Warehouse Manager) and proactively identify integration gaps at handoff points between functions.
- Cash & Revenue Optimization: Drive improvements in invoicing, revenue recognition, dispute resolution, and cash collection processes targeting DSO reduction, improved cash flow, and accelerated cash conversion cycles.
- Change Management Partnership: Partner with OCM leads to design and deliver training, communications, and adoption plans that embed new ways of working across all business units and geographies.
- Value Realization: Define and track OTC KPIs including OTC lead time, DSO, cash flow, order accuracy, on-time delivery, and touchless processing rates demonstrating measurable business value against approved targets.
- Automation & AI Strategy: Drive the differentiated automation strategy across commitment types, targeting 50% automation increases and 20-30% efficiency gains, with aggressive AI capabilities at integration points where the greatest gains occur.
QUALIFICATIONS
- Bachelor's degree in Business, Engineering, Supply Chain, Finance, or related field; MBA preferred
- 10+ years of experience in process management, business transformation, or operations within a global manufacturing or critical infrastructure environment
- Deep expertise in Order to Cash, Invoice to Cash, or end-to-end commercial lifecycle processes
- Proven experience designing and deploying global process blueprints across multiple regions and ERP platforms
- Strong understanding of Engineered to Order (ETO), Configured to Order (CTO), and Make-to-Stock (MTS) business models and their distinct process requirements
- Demonstrated ability to lead cross-functional teams and influence stakeholders without direct authority
- Experience with process mapping methodologies (L2-L4), RACI development, and SOP authoring
- Strong financial acumen including understanding of revenue recognition, DSO management, and cash conversion cycles
- Proficiency with enterprise systems such as Oracle ERP, SAP, Salesforce CPQ, or equivalent platforms
PREFERRED QUALIFICATIONS
- Experience with Agile practices in large-scale enterprise transformation programs
- Background in power management, data center infrastructure, or critical infrastructure industries
- Certification in Lean Six Sigma (Green Belt or Black Belt)
- Experience with AI- or analytics-driven process optimization and touchless processing initiatives
- Prior experience in a Global Process Owner, Process Integration Lead, or O2C Program Lead capacity
- Experience with process mining tools (e.g., Celonis) for OTC process analysis
- PMP or equivalent project/program management certification
TRAVEL REQUIREMENTS
- Up to 20% (regional process engagement)
