Techno Commercial Manager – RAN (East & North Africa)

About the role

The Techno Commercial Manager for RAN in East and North Africa will combine deep technical knowledge of radio access networks with strong commercial acumen to shape offer strategies, guide deal decisions and drive profitable growth across the region. Reporting to the EMEA Head of Tactical Techno Commercial Management, you will act as a trusted advisor to the CU ENA sales organisation, accelerating deal cycles and protecting value.

Key responsibilities

• Lead RAN techno‑commercial strategy and tactics for CU‑prioritised engagements, benchmarking and new product introductions.
• Translate RAN technology advancements into compelling ROI/TCO narratives with appropriate commercial structures and risk‑mitigation options.
• Contribute to Strategy‑to‑Win and country strategies ahead of RFQs, influencing customer engagement proactively.
• Facilitate data‑driven, value‑based pricing through benchmarks, discount guardrails and margin‑smart incentive frameworks in collaboration with Pricing, Contract Management and Sales.
• Optimise offer scope with domain teams to maximise customer ROI and win probability.
• Shape negotiation strategy with CU Commercial Management and Technical Presales, representing techno‑commercial logic to customer CTO/CPO/CFO teams.
• Industrialise reusable assets such as value argumentations, commercial tactics, scoping examples and T&C frameworks.
• Drive 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, including structuring and negotiating 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.
• Demonstrated ability to develop ROI/TCO value narratives and value‑based pricing models.
• Excellent stakeholder management with senior technical and financial leaders.

Required skills

• RAN technology (2G‑5G, Massive MIMO, Cloud RAN, Open RAN)
• Software licensing models
• Core, Cloud, Transport, OSS/BSS concepts
• Commercial modelling, TCO/ROI analysis
• Value‑based pricing and discount guardrails
• Negotiation and contract levers