Techno Commercial Manager – RAN (CU ENA)

About the role

As a Techno Commercial Manager for Radio Access Network (RAN) in the Customer Unit East and North Africa (ENA), you will blend deep technical knowledge with commercial acumen to 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, shaping offer strategy, influencing negotiations and accelerating deal cycles.

Key responsibilities

• Lead RAN techno‑commercial strategy for priority engagements, including benchmarking and new product introductions.
• Translate RAN technology advances into ROI/TCO value narratives and commercial structures.
• Contribute to Strategy‑to‑Win and country strategies ahead of RFQs, influencing customer engagement.
• Collaborate with Pricing, Contract Management and Sales to define data‑driven, market‑relevant pricing and margin 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 and commercial target calibration across markets.

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, handling complex telecom/ICT deals.
• Strong stakeholder management skills, able to engage with domain, commercial and C‑level executives.
• Excellent communication in English; additional African languages are a plus.
• Fact‑based problem‑solver with a challenger mindset, comfortable under pressure.

Required skills

• RAN technologies: 2G‑5G, Massive MIMO, Software licensing, Cloud RAN, Open RAN.
• Exposure to Core, Cloud, Transport and OSS/BSS platforms.
• Commercial modelling, TCO/ROI analysis and value‑based pricing.