Techno Commercial Manager RAN EMEA

About the role

As a Techno Commercial Manager for Radio Access Network (RAN) in EMEA, you will blend deep technical knowledge with strong commercial acumen to shape offer strategies, guide decisions and drive profitable growth across RAN engagements. You will act as a trusted advisor to the sales organisation, accelerating deal cycles, protecting value and increasing win rates while linking RAN to Core, Cloud, Transport and Services.

Key responsibilities

• Lead RAN techno‑commercial strategy and tactics for prioritized EMEA engagements, including benchmarking, new product introductions and complex non‑delegated cases.
• Translate RAN technology advances into compelling ROI/TCO narratives with appropriate commercial structures and risk‑mitigation options.
• Contribute to Strategy‑to‑Win and country strategies ahead of RFQs, shifting stakeholders to a proactive mode and influencing customer engagement.
• Facilitate data‑driven, value‑based pricing through benchmarks, discount guardrails and margin‑smart incentive frameworks together with Pricing, Contract Management and Sales.
• Optimise offer scope with domain teams to maximise customer ROI and success probability.
• Shape negotiation strategy with Commercial Management and Technical Presales, representing techno‑commercial logic to customer CTO/CPO/CFO teams.
• Industrialise reusable assets and share best practices such as value argumentations, commercial tactics and T&C frameworks.
• Drive pricing excellence activities, calibrating prices across markets and influencing commercial targets.

Required profile

• Bachelor’s or Master’s in Engineering, Business or related field; MBA preferred.
• Proven experience in commercial, solution or techno‑commercial roles within the RAN domain, handling complex telecom/ICT deals.
• Strong knowledge of RAN technologies (2G‑5G, Massive MIMO, software licensing, Cloud RAN, Open RAN) and exposure to Core, Cloud, Transport and OSS/BSS.
• Expertise in commercial modelling, TCO/ROI analysis and value‑based pricing.
• Excellent stakeholder management, able to engage with domain, commercial and C‑level executives; fluent English.
• Fact‑based problem‑solver with a challenger mindset, comfortable under pressure.
• Financial fluency and negotiation expertise, including contract levers.
• Experience in EMEA telecom markets is a plus.

Required skills

• 2G‑5G
• Massive MIMO
• Software licensing
• Cloud RAN
• Open RAN
• Core networks
• Cloud computing
• Transport networks
• OSS/BSS