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 acumen to shape offers, guide deal strategy 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 value 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, market‑relevant pricing and margin‑smart incentive frameworks.
• 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, and support pricing excellence activities.

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, including structuring and negotiating complex telecom deals.
• Strong stakeholder management skills, capable of engaging with domain leaders and C‑level executives.
• Challenger mindset with fact‑based problem‑solving ability under pressure.
• Financial fluency and negotiation expertise, including use of contract levers.
• Experience in EMEA telecom markets is a plus.

Required skills

• RAN technologies (2G‑5G, Massive MIMO, software licensing, Cloud RAN, Open RAN).
• Knowledge of Core, Cloud, Transport and OSS/BSS ecosystems.
• Commercial modelling, TCO/ROI analysis and value‑based pricing.
• Pricing strategy and margin‑smart incentive design.