Techno Commercial Manager – RAN (East & North Africa)

About the role

As Techno Commercial Manager for Radio Access Network (RAN) in East and North Africa, you will blend deep technical knowledge with commercial acumen to shape offer strategies, guide deal negotiations 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 sales organisation, accelerating cycles and protecting value.

Key responsibilities

• Lead RAN techno‑commercial strategy and tactics for priority engagements, benchmarking and new product introductions.
• Translate RAN technology advances (2G‑5G, Massive MIMO, Cloud RAN, Open RAN) into ROI/TCO narratives and commercial structures.
• Contribute to Strategy‑to‑Win and country strategies ahead of RFQs, influencing customer engagement.
• Facilitate data‑driven pricing with benchmarks, discount guardrails and margin‑smart incentive frameworks together 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 CTO/CPO/CFO stakeholders.
• Industrialise reusable assets such as value arguments, commercial tactics, scoping examples and T&C frameworks.
• Drive pricing excellence activities, analysing and influencing commercial targets across markets.

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, with hands‑on structuring and negotiation of 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.
• Mastery of commercial modelling, TCO/ROI analysis and value‑based pricing.
• Excellent stakeholder management, credible with domain, commercial and C‑level executives; fluent English (additional African languages a plus).
• Fact‑based problem‑solver with financial fluency and negotiation expertise, experienced in EMEA and African telecom markets.

Required skills

• 2G, 3G, 4G, 5G
• Massive MIMO
• Software licensing
• Cloud RAN
• Open RAN
• Core network
• Cloud technologies
• Transport networks
• OSS/BSS
• Commercial modelling
• TCO analysis
• ROI analysis
• Value‑based pricing