Techno Commercial Manager RAN EMEA

About the role

We are looking for a Techno Commercial Manager for Radio Access Network (RAN) covering the EMEA region. The role blends deep RAN technology expertise with commercial acumen to shape offer strategies, guide sales decisions and drive profitable growth across complex telecom engagements.

Key responsibilities

• Lead the techno‑commercial strategy for prioritized EMEA RAN projects, including benchmarking, new product introductions and handling complex non‑delegated cases.
• Translate RAN technology advances into ROI/TCO value narratives and design commercial structures with risk‑mitigation options.
• Contribute to Strategy‑to‑Win and country strategies before RFQs, influencing customer engagement and shifting stakeholders to a proactive mode.
• Partner with Pricing, Contract Management and Sales to deliver data‑driven, market‑relevant pricing, discount guardrails and margin‑smart incentive frameworks.
• Collaborate with domain teams to optimise offer scope, maximise customer ROI and increase win probability.
• Shape negotiation strategies with Commercial Management and Technical Presales, representing techno‑commercial logic to customer CTO/CPO/CFO teams.
• 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 degree in Engineering, Business or related field; MBA preferred.
• Proven experience in commercial, solution or techno‑commercial roles within the RAN domain, with hands‑on structuring and negotiation of complex telecom deals.
• Strong stakeholder management skills, able to engage with domain, commercial and C‑level executives.
• Fact‑based problem‑solver with a challenger mindset, comfortable operating 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.
• Exposure to Core, Cloud, Transport and OSS/BSS solutions.
• Commercial modelling, TCO/ROI analysis and value‑based pricing.
• Financial analysis and contract negotiation expertise.