Senior Lead, Enterprise Partnerships & Strategy

Mozilla
United States, Canada
Workplace: RemoteFull timeUSD 175,000 - 220,000 annuallyFunction: Business Development & PartnershipsExperience: 15+ yearsSkills: ["Executive communication","Relationship management","Facilitation","Negotiation","Collaboration"]

Drive enterprise partnerships and strategy for Thunderbird as MZLA expands into the enterprise market. Partner with the CEO, senior leadership, and cross-functional teams to shape enterprise requirements, evaluate opportunities (especially in Europe), and develop repeatable partner-led commercial models. Own pricing, packaging, licensing, reseller and revenue-sharing strategies, support partner negotiations, and translate technical product capabilities into compelling enterprise propositions.

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FursaFursa
Mozilla
Mozilla
1 day ago

Senior Lead, Enterprise Partnerships & Strategy

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Last checked: 3 hours agoStatus: Live

Job Summary

Drive enterprise partnerships and strategy for Thunderbird as MZLA expands into the enterprise market. Partner with the CEO, senior leadership, and cross-functional teams to shape enterprise requirements, evaluate opportunities (especially in Europe), and develop repeatable partner-led commercial models. Own pricing, packaging, licensing, reseller and revenue-sharing strategies, support partner negotiations, and translate technical product capabilities into compelling enterprise propositions.
Location: United States, Canada
Workplace: Remote
Employment Type: Full time
Job Function: Business Development & Partnerships
Seniority: Mid level

Key Responsibilities

  • •Define and execute enterprise strategy across MZLA products and services.
  • •Translate digital sovereignty priorities into enterprise and partnership requirements, and advance enterprise opportunities and strategic partnerships.
  • •Develop commercial models including pricing, packaging, licensing, reseller, revenue-sharing, and support/implementation approaches.
  • •Lead or support partner negotiations and senior-level commercial discussions.
  • •Work with product and engineering teams to understand capabilities and dependencies, then translate technical capabilities into enterprise propositions and repeatable execution processes.
Travel: Medium travel

Pay and Benefits

Salary: USD 175,000 - 220,000 annually
Perks:Remote WorkLearning BudgetHealth InsuranceDentalVision401kPaid LeavePaid ParentalPaid SickLife InsuranceDisability Insurance

Key Requirements

  • •15+ years of relevant professional experience in product or strategic partnerships, enterprise strategy, commercial strategy, or technical business development.
  • •Experience building a new partnership/enterprise/commercial capability in a partner-led environment.
  • •Experience working with European enterprises, public-sector organizations, regulated institutions, technology partners, or similarly complex stakeholders.
  • •Demonstrated ability developing and negotiating pricing, packaging, licensing, reseller, revenue-sharing, and implementation/support commercial models.
  • •Strong executive communication, relationship management, facilitation, and negotiation skills, with the ability to influence without formal authority.
Experience:15+ yearsOpen sourceEnterprise partnershipsDigital sovereigntyPartner-led models
Skills:Executive communicationRelationship managementFacilitationNegotiationCollaboration
Languages:English

Eligibility

Work Authorization:Authorization required. Sponsorship not provided.

Company Brief

Mozilla
Mozilla is a mission-driven organization that builds open-source internet products (notably the Firefox browser) and advocates for an open, private, and secure web through software, research, and community programs.
Industry: Enterprise Software
Company Size: Large (251 to 1,000 employees)
Growth: Nonprofit & NGO
Headquarters: San Francisco, United States
Founded: 1998
Glassdoor
Glassdoor: 2.9
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