MVNO Networks Manager

As an MVNO Networks Manager at Airalo you will be responsible for establishing and managing the host operator partnerships that allow Airalo to operate its own networks locally. You will own each new market from the first conversation with a host mobile network operator through commercial negotiation, regulatory approval and technical integration to commercial launch, and you will remain its commercial owner once it is live.

You are someone who owns a market from its business case through to its commercial performance in operation. You are equally at ease negotiating terms with an operator's executive team, scoping the integration with their technical team, and running a service management review once the market is operational.

You will work in close coordination with our legal, finance, product, engineering and core network teams, as the local networks you establish need to interoperate with Airalo's existing platform and services.

Responsibilities include but are not limited to:

• Represent Airalo as the ideal interface to host mobile network operators on a global level

• Identify, approach and secure new host network partnerships across target markets

• Assess and recommend full MVNO or light MVNO constructs per market, including the commercial, technical and timeline implications of each

• Build the business case for each new market together with Finance, and present it to Airalo's leadership team and to host operator executives

• Negotiate terms and conditions of MVNO, wholesale and reseller contracts with host mobile network operators

• Support Legal on the regulatory approvals required per market, including entity and licensing, numbering allocation and number portability, and provide information to product management

• Work with the Delivery team on the implementation of regulatory obligations such as mobile number portability, lawful interception and emergency calling

• Coordinate the technical integration of host mobile networks with Airalo's OSS and BSS platform together with our product, engineering and core network teams

• Prepare and run the rollout of new markets, from launch readiness through to first commercial traffic

• Hand over each launched market to our NOC and operations teams, and run regular service management reviews with host operators covering network quality, SLA compliance and incident performance

• Perform escalations in case of network quality issues and availabilities

• Define and perform reconciliation processes between host operator invoices and Airalo's own usage records

• Define and run traffic, revenue and cost analytics per market, and report performance against business case

• Renegotiate commercial terms with host operators as volumes grow and market conditions change

• Develop and maintain a repeatable market entry playbook, and methods to assure unification of conditions and agreements

Must-haves:

• 5 years minimum relevant experience in the mobile telco industry, in a commercial, wholesale or business development role

• Having personally negotiated and closed at least two wholesale or MVNO agreements with host mobile network operators

• Proven ability to build a market business case, including subscriber lifecycle assumptions, traffic forecasting, wholesale cost modelling, margin and payback, in close cooperation with Finance

• Proven ability to present and defend a business case and its assumptions to a leadership team and to host operator executives

• Experience owning commercial performance against forecast after launch, including contract renegotiation as volumes grow

• Ideally having served within an MVNO, MVNA or MVNE, or on the operator side selling wholesale to them, with hands on mentality

• Working knowledge of full MVNO and light MVNO architectures, including core, HSS/HLR, IMSI ranges, numbering and interconnect, and of the commercial trade-offs between them

• Good overview in Telecommunication Network technologies like Mobile Core (PGW, IMS, Voice GW, HSS), OSS & BSS, and eSIM provisioning

• Understanding different Mobile Network Generations like 2G, 3G/UMTS, 4G/LTE, 5G NSA and 5G SA and how they influence customer experiences

• Ability to lead technical scoping and service management discussions directly with host operators, covering integration scope, launch dependencies, SLA definition and ongoing service reviews

• Understanding the regulatory requirements on providing mobile services, including numbering, portability, emergency calling and lawful interception, and familiar with KYC processes for mobile subscriptions

• Experience in a fast moving environment such as a startup, scale-up or challenger MVNO, with the ability to run several markets at different stages in parallel

• Excellent English skills; in writing, speaking and reading, business fluent

• Willingness to travel internationally occasionally to meet host operators

Good-to-have:

• Having taken an MVNO from signed agreement through to live commercial traffic and first subscribers

• Established working relationships with host mobile network operators and national telecom regulators

• Experience selecting, contracting or managing an MVNE platform vendor

• Prior ownership of a P&L or a country level budget

• Master Studies and/or MBA highly preferred

• Additional languages alongside English