Techno Commercial Manager – RAN (EMEA)

About the role

The Techno Commercial Manager RAN for EMEA will combine deep RAN technology knowledge with commercial expertise to shape offers, guide sales, and drive profitable growth across the region's telecom markets.

Key responsibilities

• Lead RAN techno‑commercial strategy for prioritized EMEA engagements, including benchmarking and new product introductions.
• Translate RAN technology advances into ROI/TCO value narratives and commercial structures.
• Contribute to Strategy‑to‑Win and country strategies ahead of RFQs, influencing customer engagement.
• Work with Pricing, Contract Management and Sales to deliver data‑driven, market‑relevant pricing and discount guardrails.
• Optimize offer scope with domain teams to maximise customer ROI and win probability.
• Shape negotiation strategy and represent techno‑commercial logic in customer negotiations with CTO/CPO/CFO.
• Industrialise reusable assets such as value arguments, commercial tactics, scoping examples and T&C frameworks.
• Support pricing excellence activities, calibrate prices across markets and influence 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 stakeholder management skills, comfortable engaging with domain, commercial and C‑level executives.
• Challenger mindset, fact‑based problem solving and ability to work under pressure.
• Experience in EMEA telecom markets is a plus.

Required skills

• RAN technologies (2G, 3G, 4G, 5G, Massive MIMO, software licensing, Cloud RAN, Open RAN)
• Core, Cloud, Transport and OSS/BSS knowledge
• Commercial modelling, TCO/ROI analysis and value‑based pricing
• Pricing frameworks, discount guardrails and margin‑smart incentives
• Financial analysis and contract negotiation levers