Techno Commercial Manager – RAN (CU ENA)

About the role

As a Techno Commercial Manager for RAN in the Customer Unit (CU) covering East and North Africa, you will blend deep RAN engineering knowledge with strong commercial acumen to shape offer strategies, guide deal decisions and drive profitable growth across RAN engagements. Reporting to the EMEA Head of Tactical Techno Commercial Management, you will act as a trusted advisor to the CU ENA sales organisation.

Key responsibilities

• Lead RAN techno‑commercial strategy and tactics for priority engagements, new product introductions and complex non‑delegated cases.
• 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, discount guardrails and margin‑smart incentive frameworks.
• Optimize 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 arguments, commercial tactics, scoping examples and T&C frameworks.
• Support pricing excellence activities, calibrating prices across markets and influencing commercial targets.

Required profile

• Bachelor’s or Master’s degree in Engineering, Business or a 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.
• Expertise in commercial modelling, TCO/ROI analysis and value‑based pricing.
• Excellent stakeholder management, able to engage with domain, commercial and C‑level executives.
• Fluent English communicator; additional African languages a plus.
• Fact‑based problem‑solver with a challenger mindset, comfortable working under pressure.
• Financial fluency and negotiation expertise, including use of contract levers.
• Experience in EMEA and African telecom markets.

Required skills

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