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Airalo is the world's first eSIM store, helping millions of travelers access affordable mobile data in 200+ countries and regions. The company is fully remote, with 400+ employees across 60+ countries, and is building a product used by travelers daily.
As MVNO Networks Manager, you will own the establishment and management of host operator partnerships that enable Airalo to operate its own networks locally. You will manage each new market from initial operator conversations through commercial negotiation, regulatory approval, and technical integration to commercial launch, then remain the commercial owner post-launch.
You will be equally comfortable negotiating terms with operator executives, scoping technical integrations with their teams, and running service management reviews for operational markets. You will coordinate closely with legal, finance, product, engineering, and core network teams to ensure local networks interoperate with Airalo's platform.
Key responsibilities include: identifying and securing new host network partnerships; assessing full MVNO vs. light MVNO constructs per market; building business cases with Finance and presenting to leadership and operator executives; negotiating MVNO, wholesale, and reseller contracts; supporting regulatory approvals (entity licensing, numbering, portability); coordinating technical integration of host networks with Airalo's OSS/BSS platform; preparing and running market rollouts; handing over launched markets to NOC/operations teams; running service management reviews covering network quality and SLA compliance; performing escalations for network issues; defining and executing reconciliation processes between operator invoices and Airalo usage records; defining and running traffic, revenue, and cost analytics per market; renegotiating commercial terms as volumes grow; and developing a repeatable market entry playbook.
REQUIREMENTS:
- Minimum 5 years relevant experience in mobile telco industry (commercial, wholesale, or business development role)
- Personally negotiated and closed at least two wholesale or MVNO agreements with host mobile network operators
- Proven ability to build market business cases (subscriber lifecycle, traffic forecasting, wholesale cost modeling, margin, payback) with Finance
- Proven ability to present and defend business cases to leadership and operator executives
- Experience owning commercial performance against forecast post-launch, including contract renegotiation as volumes grow
- Ideally served within an MVNO, MVNA, MVNE, or on operator side selling wholesale, with hands-on mentality
- Working knowledge of full MVNO and light MVNO architectures (core, HSS/HLR, IMSI ranges, numbering, interconnect) and commercial trade-offs
- Good overview of telecom network technologies: Mobile Core (PGW, IMS, Voice GW, HSS), OSS & BSS, eSIM provisioning
- Understanding of mobile network generations (2G, 3G/UMTS, 4G/LTE, 5G NSA, 5G SA) and their impact on customer experience
- Ability to lead technical scoping and service management discussions with host operators (integration scope, launch dependencies, SLA definition, ongoing reviews)
- Understanding of regulatory requirements for mobile services (numbering, portability, emergency calling, lawful interception) and KYC processes
- Experience in fast-moving environments (startup, scale-up, challenger MVNO) with ability to manage multiple markets at different stages in parallel
- Excellent English skills (writing, speaking, reading) at business fluency level
- Willingness to travel internationally occasionally to meet host operators
Good-to-have: having taken an MVNO from signed agreement through live commercial traffic; established relationships with host operators and national telecom regulators; experience selecting/contracting/managing MVNE platform vendors; prior P&L or country-level budget ownership; Master's degree or MBA; additional languages beyond English.
