Techno Commercial Manager RAN EMEA

Ericsson; Paris; Sur place; EUR 120 000 - 180 000; Plein temps

Résumé du poste

Ericsson is seeking a Techno Commercial Manager RAN for EMEA to blend technical RAN expertise with business acumen. You will shape offers, guide commercial decisions and enable profitable growth across RAN engagements, reporting to the EMEA Head of Tactical Techno Commercial Management.

You will lead pricing, strategy, and negotiation efforts, collaborating with Pricing, Contract Management, and Sales to maximise deal value and win rates.

Qualifications

• Experience in commercial, solution or techno-commercial roles within the RAN domain.
• Strong RAN knowledge (2G-5G, Massive MIMO, SW licensing, Cloud RAN, Open RAN).
• Mastery of commercial modelling, TCO/ROI analysis and value-based pricing.
• Excellent stakeholder management with C-level exposure; English fluency, other languages a plus.
• EMEA telecom market experience preferred.

Responsabilités

• Lead RAN techno-commercial strategy and tactics support for EMEA-engagements.
• Translate RAN tech advances into ROI/TCO value narratives and pricing options.
• Contribute to Strategy-to-Win and country strategies ahead of RFQs.
• Facilitate value-based pricing with pricing, contract management and sales teams.
• Shape negotiation strategy and support direct customer negotiations.
• Industrialise reusable assets and share best practices for commercial models.
• Drive pricing excellence to calibrate prices across markets.

Connaissances

Engineering degree

MBA preferred

RAN knowledge

Commercial modelling

Negotiation

Formation

Bachelor's or Master's in Engineering or related field

Description du poste

About This Opportunity

edge radio technology into strong commercial outcomes. 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.

The Skills You Bring

• 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.

The impact you will make: by connecting technical and commercial insights, you will facilitate EMEA win the right deals at the right value - fueling sustainable, profitable growth for Ericsson and our customers.

The position is aimed to be based in one of main EMEA locations.

Ericsson South Africa recruits in line with its Employment Equity plan and will therefore give preference to suitably qualified candidates who are members of designated groups.

Why join Ericsson?

At Ericsson, you'll have an outstanding opportunity. The chance to use your skills and imagination to push the boundaries of what's possible. To build solutions never seen before to some of the world’s toughest problems. You'll be challenged, but you won't be alone. You'll be joining a team of diverse innovators, all driven to go beyond the status quo to craft what comes next.

Encouraging a diverse and inclusive organization is core to our values at Ericsson, that's why we champion it in everything we do. We truly believe that by collaborating with people with different experiences we drive innovation, which is essential for our future growth. We encourage people from all backgrounds to apply and realize their full potential as part of our Ericsson team. Ericsson is proud to be an Equal Opportunity Employer. Learn more.

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