Techno Commercial Manager RAN for EMEA

In EMEA's most competitive telecom markets, brilliant engineering thrives when paired with strong commercial execution. As Techno Commercial Manager RAN for EMEA, you will combine technical knowledge with business acumen to shape offers' strategy, guide commercial decisions and enable profitable growth across RAN engagements. Reporting to the EMEA Head of Tactical Techno Commercial Management, you will be a trusted advisor to EMEA's sales organization - accelerating deal cycles, protecting value, increasing win rates and driving responsible growth. You will connect RAN with Core, Cloud, Transport and Services to strengthen the end-to-end value story. What you will do

• Lead RAN techno-commercial strategy and tactics support for EMEA-prioritised engagements including benchmarking, new product/commercial model introductions and complex non-delegated cases.
• Translate RAN technology advancements into compelling ROI/TCO value narratives with relevant commercial structures and risk-mitigation options.
• Drive proactive value creation: contribute to Strategy-to-Win (S2W) and country strategies ahead of RFQs, shifting stakeholders to proactive mode and positively influencing customer engagement.
• Facilitate data-driven, value-based and market-relevant pricing through benchmarks, discount guardrails and margin-smart incentive frameworks jointly with Pricing, Contract Management and Sales.
• Optimise offer scope with domain teams to maximise customer ROI and probability of success.
• Shape negotiation strategy with Commercial Management and Technical Presales; represent techno-commercial logic credibly with customer CTO/CPO/CFO teams, supporting selected direct customer negotiations.
• Industrialise reusable assets and share best practices: value argumentations, commercial tactics, barebone scoping examples, commercial models and T&Cs frameworks.
• Drive pricing excellence activities to support calibration of prices in various markets; analyse and influence commercial set targets.
  
  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, with hands-on structuring and negotiation of complex telecom/ICT deals.
• Strong RAN technology knowledge (2G-5G, Massive MIMO, SW licensing, Cloud RAN, Open RAN) and exposure to Core, Cloud, Transport and OSS/BSS.
• Mastery of commercial modelling, TCO/ROI analysis and value-based pricing.
• Excellent stakeholder management - credible with Domain/Commercial Management and CTO/CPO/CFO level; clear communicator in English (local EMEA countries languages a plus).
• Challenger mindset: fact-based problem solver who thrives under pressure within complex stakeholder dynamics.
• Financial fluency and negotiation expertise including contract levers.
• Experience in EMEA telecom markets preferred.