Director Commercial Management Americas

Adtran•Atlanta, GA

About The Position

Adtran is seeking a Director of Commercial Management, Americas to lead and optimize commercial strategy across the region. This role is responsible for driving profitable growth through pricing governance, deal structuring, contract oversight, and commercial risk management while partnering closely with Sales, Finance, Legal, Product Management, and Executive Leadership. The ideal candidate will bring strong commercial acumen, deep experience supporting complex technology or telecom solutions, and a proven ability to influence senior stakeholders in a matrixed, global organization.

Requirements

Bachelor’s degree in Business, Finance, Economics, or a related field (MBA or equivalent strongly preferred)
10+ years of experience in commercial management, finance, sales operations, or deal governance
Demonstrated experience supporting complex B2B technology, telecom, or networking solutions
Strong understanding of pricing strategies, margin management, and contract structures
Proven ability to influence senior leaders and operate effectively in a matrixed, global environment

Nice To Haves

Experience working in telecommunications, networking hardware/software, or cloud-enabled solutions
Familiarity with multinational contracting, regulatory considerations, and regional market dynamics
Prior experience leading teams across multiple geographies within the Americas

Responsibilities

Lead regional commercial strategy to support revenue growth and margin expansion across the Americas
Establish and maintain pricing frameworks, discount governance, and approval authorities
Ensure consistency and compliance with Adtran’s global commercial policies and financial objectives
Oversee complex deal reviews, including pricing, margin analysis, contractual terms, and risk mitigation
Partner with Sales, Legal, Finance, and Product teams to structure commercially sound, competitive agreements
Provide executive-level guidance on non-standard deal terms, long-term contracts, and strategic opportunities
Own commercial risk assessment for large and strategic customer engagements
Monitor deal profitability, revenue recognition considerations, and post-deal performance
Drive continuous improvement in deal quality, forecasting accuracy, and commercial controls
Serve as a trusted commercial advisor to regional Sales leadership and executive stakeholders
Collaborate with Global Commercial Management to align regional practices with enterprise strategy
Lead, mentor, and develop a high-performing commercial management team across the Americas
Improve commercial processes, tools, and analytics to increase speed, transparency, and scalability
Support sales enablement initiatives related to pricing, deal structure, and commercial best practices
Contribute to transformation initiatives related to systems, automation, and reporting