Techno Commercial Manager RAN EMEA

About the role

As the Techno Commercial Manager for Radio Access Network (RAN) in the EMEA region, you will blend deep technical knowledge with commercial expertise to shape offers, guide sales decisions and drive profitable growth across complex telecom engagements.

Key responsibilities

• Lead RAN techno‑commercial strategy for prioritized EMEA engagements, including benchmarking and new product introductions.
• Translate RAN technology advances into ROI/TCO narratives with appropriate commercial structures and risk‑mitigation options.
• Contribute to Strategy‑to‑Win and country strategies ahead of RFQs, influencing customer engagement proactively.
• Collaborate with Pricing, Contract Management and Sales to deliver data‑driven, value‑based pricing and margin‑smart incentives.
• Optimize offer scope with domain teams to maximise customer ROI and win probability.
• Shape negotiation strategy with Commercial Management and Technical Presales, representing techno‑commercial logic to CTO/CPO/CFO stakeholders.
• Industrialise reusable assets such as value arguments, commercial tactics, scoping examples and T&C frameworks.

Required profile

• Bachelor’s or Master’s degree 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 stakeholder management skills, able to engage with domain leaders and C‑level executives.
• Fact‑based problem‑solver with a challenger mindset, comfortable under pressure.
• Financial fluency and negotiation expertise, preferably with experience in EMEA telecom markets.

Required skills

• RAN technologies: 2G, 3G, 4G, 5G, Massive MIMO, Software licensing, Cloud RAN, Open RAN.
• Exposure to Core, Cloud, Transport and OSS/BSS solutions.
• Commercial modelling, TCO/ROI analysis and value‑based pricing.