Sr. Director, Global Sales Planning, Forecasting & Analytics

Role Overview

Adtran is seeking a Senior Director, Global Sales Planning, Forecasting & Analytics to build and lead the company's global revenue forecasting capability. The role owns the end-to-end revenue planning model and systems, connecting demand, pipeline, bookings, backlog, product plans, supply readiness, revenue, and FP&A planning into one forecast process.

The monthly sales forecast is the primary operating rhythm. Monthly forecasts, metrics, risks, and opportunities aggregate into quarterly and annual views for executive management, board reporting, operating plans, and long-range planning. The role must also triangulate sales plans with product sourcing and supply-chain readiness and revenue targets.

Key Responsibilities

Global Sales Planning & Forecasting

• Own the global revenue planning and forecasting process across regions, segments, channels, product families, and revenue streams.
• Run a monthly forecast cadence that supports quarterly and annual aggregates, executive reviews, and long-range planning.
• Define forecast methodology, assumptions, confidence scoring, risk categories, and accountability standards.
• Integrate pipeline, bookings, backlog, product availability, revenue recognition, and FP&A assumptions into one operating view.
• Ensure that the global forecast accuracy on an item level is continuously improved.
• Ensure order coverage targets according to supply lead times are met.

Supply Chain, Sourcing & Revenue Realization

• Partner with Operations to translate revenue forecasts into product-line demands on top of item level forecast.,

Forecast Governance, Analytics & Executive Insights

• Lead weekly pulse reviews and monthly revenue alignment reviews with Sales, , Operations, Finance, and executive stakeholders.
• Establish ownership for forecast submissions, risk identification, opportunity assessment, mitigation plans, and early escalation of revenue risks.
• Build analytics that explain movement in pipeline, bookings, backlog conversion, material availability, shipment attainment, revenue outlook, forecast accuracy, bias, volatility, and confidence.
• Develop concise executive dashboards and scenario analyses that translate forecast drivers, sourcing constraints, and operational risks into clear business actions.

Salesforce, Systems & Transformation

• Serve as business owner for Salesforce forecasting, planning, pipeline governance, and revenue management workflows.
• Partner with IT, Sales Operations, and FP&A to improve data quality, reporting, process adherence, usability, and planning-tool integration.
• Lead the transition from legacy Adtran Inc. and Adtran Networks SE processes to a sustainable, harmonized Adtran-owned forecasting operating model.
• Document the process, governance model, KPI definitions, forecast calendar, decision rights, operating routines, and future team capabilities needed for long-term ownership.

Desired Candidate Qualifications

Must-Have Experience

• Related, relevant experience owning or materially leading revenue planning, forecasting, FP&A forecasting, commercial finance, revenue analytics, sales operations, or revenue operations in a complex B2B environment.
• Demonstrated experience improving forecast processes, governance, KPI frameworks, management cadence, and cross-functional accountability.
• Experience connecting revenue forecasts to supply planning, material availability, supplier lead times, product sourcing, and order fulfillment requirements.
• Hands-on Salesforce or comparable CRM forecasting experience, including data quality, workflow, reporting, pipeline discipline, and user adoption.
• Strong cross-functional experience across Sales, Finance, FP&A, Operations, Supply Chain, Direct Sourcing, Product, IT, and executive leadership.
• Proven ability to translate forecast data and business drivers into executive-level insights, decisions, and action plans.

Preferred Experience

• 12 years in revenue planning, forecasting, FP&A, commercial finance, revenue analytics, sales operations, revenue operations, or related roles.
• Experience in technology, telecommunications, networking, hardware, software, or other complex global B2B businesses.
• Experience with global, multi-region, multi-segment revenue models involving direct, channel, service-provider, enterprise, government, or cloud customers.
• Exposure to hardware supply chains, direct procurement, component constraints, manufacturing lead-time planning, recurring revenue, services, renewals, or backlog conversion.
• Experience standing up a new function, center of excellence, or transformation capability, including process documentation and knowledge transfer from external advisors.

Leadership Profile

• Strategic but hands-on, able to design the process and operate the cadence.
• Credible with CFO and CRO stakeholders, balancing commercial judgment with forecast discipline.
• Analytical, practical, and accountable, with a bias toward ownership and measurable outcomes.
• Comfortable leading change across a global, matrixed organization while simplifying complexity.

Success Measures

• Improved monthly forecast accuracy and reduced volatility, with quarterly and annual metrics aggregated from the monthly process.
• Clearer visibility into revenue risks, opportunities, supply constraints, sourcing requirements, and forecast drivers by region, segment, product family, and forecast horizon.
• Improved alignment between monthly revenue targets, customer order dates, material availability, sourcing plans, and shipment readiness.
• Consistent forecast governance and accountability across Sales, Product, Direct Sourcing, Supply Chain, Operations, Finance, and FP&A.
• Successful transition to internal Adtran ownership and reduced revenue risk from earlier identification and mitigation of sourcing and material gaps.