Techno Commercial Manager RAN CU ENA

About the role

Ericsson is hiring a Techno Commercial Manager for its RAN business unit covering East and North Africa (CU ENA). The role connects technical and commercial insights so that the Customer Unit wins the right deals at the right value, fueling sustainable, profitable growth. It is based at one of the main CU East and North Africa locations, with other main African locations also considered.

Key responsibilities

• Lead RAN techno-commercial strategy and tactics for CU-prioritised engagements, benchmarking, new product and commercial model introductions, and complex non-delegated cases.
• Translate RAN technology advances into ROI/TCO value narratives with commercial structures and risk-mitigation options.
• Contribute to Strategy-to-Win (S2W) and country strategies ahead of RFQs and influence customer engagement.
• Drive value-based pricing with Pricing, Contract Management and Sales, using benchmarks, discount guardrails and margin-smart incentives.
• Optimise offer scope with domain teams to maximise customer ROI and probability of success.
• Shape negotiation strategy with CU Commercial Management and Technical Presales, representing techno-commercial logic to customer CTO/CPO/CFO teams and supporting selected direct negotiations.
• Build reusable assets such as value arguments, commercial tactics, scoping examples, commercial models and T&C frameworks.
• Support price calibration across markets and influence commercial set 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, with hands-on structuring and negotiation of complex telecom/ICT deals.
• Experience in EMEA and Africa telecom markets preferred.
• Credible with Domain/Commercial Management and C-level executives, with strong stakeholder management.

Required skills

• Strong RAN 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.
• Financial fluency and negotiation expertise, including contract levers.
• Clear communication in English; local African languages a plus.