Ericsson (Telefonaktiebolaget L. M. Ericsson) is a Swedish multinational provider of communications technology and services. The offering comprises services, software and infrastructure within Information and Communications Technology (ICT) for telecom operators and other industries, including telecommunications and IP networking equipment, mobile and fixed ...
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 arguments, commercial tactics, bare-bones 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.
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