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

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.

Director, Commercial Management – Americas

Key skills