Techno Commercial Manager – RAN (EMEA)

About the role

We are looking for a Techno Commercial Manager to lead Radio Access Network (RAN) strategy and execution across the EMEA region. You will combine deep technical knowledge with commercial acumen to shape offers, guide negotiations and drive profitable growth.

Key responsibilities

• Lead RAN techno‑commercial strategy and tactics for prioritized EMEA engagements, including benchmarking and new product introductions.
• Translate RAN technology advances (2G‑5G, Massive MIMO, Cloud RAN, Open RAN) into ROI/TCO value narratives with appropriate commercial structures.
• Contribute to Strategy‑to‑Win and country strategies ahead of RFQs, influencing customer engagement.
• Facilitate data‑driven, value‑based pricing with benchmarks, discount guardrails 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 teams.
• Industrialise reusable assets such as value arguments, commercial tactics, scoping examples 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 senior technical and financial leaders.
• Fact‑based problem‑solver with financial fluency and negotiation expertise.
• Experience in EMEA telecom markets is a plus.

Required skills

• 2G, 3G, 4G, 5G
• Massive MIMO
• Software licensing
• Cloud RAN
• Open RAN
• Core networks
• Cloud computing
• Transport networks
• OSS/BSS