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Senior Lead, Enterprise Partnerships & Strategy
Mozilla
Contract type
Ongoing
Work mode
100% remote
Experience
Lead / principal · 15+ years
Job description
Key details
- Help define and execute an enterprise strategy across MZLA's products and services
- Translate digital sovereignty priorities into clear enterprise and partnership requirements
- Identify, evaluate, and advance enterprise opportunities and strategic partnerships, particularly in Europe and other sovereignty-focused markets
- Work with stakeholders to clarify roles across MZLA, external partners, and other Mozilla entities
- Develop pricing, packaging, licensing, reseller, revenue-sharing, support, implementation, and other commercial models
- Lead or support partner negotiations and senior-level commercial discussions
- Work closely with product and engineering teams to understand capabilities, deployment options, integrations, security and privacy considerations, support requirements, and roadmap dependencies
- Translate technical capabilities into clear enterprise propositions and partner plans
- Build practical processes and decision frameworks that support repeatable execution and help ensure external commitments remain realistic and supportable
- Company mission
- Strong alignment with Mozilla's mission and values, including openness, privacy, user agency, trust, and long-term sustainability
Benefits
- Information not specified
Requirements & details
- 15+ years of relevant professional experience, including substantial experience working with enterprise software, developer platforms, infrastructure, AI, data platforms, or similarly technical B2B technology products
- Experience building a new partnership, enterprise, platform, or commercial capability in a partner-led environment
- Experience working with European enterprises, public-sector organizations, regulated institutions, technology partners, or similarly complex stakeholders
- Strong understanding of digital sovereignty and the commercial, technical, regulatory, legal, and procurement considerations shaping technology decisions in Europe
- Experience working through resellers, systems integrators, implementation partners, or similar partner-led enterprise models
- Technical and product fluency sufficient to work credibly with engineering, product, partner, and enterprise stakeholders and discuss integrations, deployment models, security, privacy, implementation requirements, and technical tradeoffs
- Strong executive communication, relationship-management, facilitation, and negotiation skills
- Ability to bring structure to ambiguous opportunities and move comfortably between strategy and detailed execution
- A collaborative, low-ego working style and the ability to influence without formal authority
- Ability and willingness to travel periodically, including internationally
- Bonus: Experience with on-premises, self-hosted, private-cloud, in-region, or other customer-controlled deployment models
- Bonus: Experience with open-source software, open standards, or open technology ecosystems
- Bonus: Familiarity with AI-enabled software, enterprise search, knowledge systems, communications platforms, productivity tools, or privacy-oriented technology
- Bonus: Experience building partnerships or enterprise initiatives in an early-stage company, new business unit, or newly established function
- Bonus: Experience coordinating partnerships across affiliated organizations or a portfolio of related products
- Information not specified
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