Firefox Enterprise Partnership Lead
Level inferred from job title
Job description
Strategic Partnerships Manager role within Mozilla's new Firefox Enterprise team, building and growing the partner ecosystem across Germany, Austria, and Switzerland (DACH). The role focuses on developing strategic partnerships across technology, public-sector, cloud, open-source, and systems-integration partners.
At a glance
- Employment
- Full-time · Employee (employment agreement)
- Work mode
- Remote · Germany, Austria, Switzerland
- Languages
- German – native, English – advanced
What you'll do
- Build and manage relationships with selected technology, cloud, public-sector, integration, and service partners across DACH
- Identify and qualify new partners based on customer access, technical capabilities, delivery capacity, and revenue potential
- Map each partner's objectives, decision-makers, capabilities, customers, and expected contribution
- Create a joint plan for each strategic partner with agreed goals, responsibilities, milestones, and next steps
- Turn partner discussions into defined use cases, customer opportunities, pilots, integrations, or joint offerings
- Build business cases and commercial models covering pricing, partner incentives, revenue sharing, support, and delivery responsibilities
- Negotiate partner agreements in coordination with Mozilla leadership, Legal, Finance, Product, and Engineering
- Generate partner-led revenue through customer introductions, joint account planning, co-selling, and reseller activities
- Plan joint marketing activities such as events, content, campaigns, customer stories, and market announcements
- Track partner pipeline, commitments, risks, and results and report progress to Mozilla leadership
What we're looking for
- Experience in strategic partnerships, business development, alliances, channel management, or key account management within B2B technology
- At least one example of a partnership you developed from initial contact to a signed agreement or active joint project
- Experience negotiating commercial terms such as pricing, commissions, incentives, revenue sharing, or reseller conditions
- Experience building business cases that quantify customer value, partner economics, costs, and revenue potential
- Experience managing relationships with both senior decision-makers and operational teams
- Enough technical understanding to discuss enterprise software, integrations, deployment models, and support responsibilities with specialists
- Experience creating structure and measurable progress where the partner model or process was not yet fully defined
- Native-level fluency in German and advanced written and verbal communication skills in English
- Willingness to travel across DACH, occasionally work with U.S. time zones, and represent Mozilla's open-source and privacy-focused mission
Your team
Firefox Enterprise
A new team within Mozilla addressing the needs of business and government customers for a secure enterprise browser that gives organizations greater control over their data, policies, and digital infrastructure.
Benefits
- Generous performance-based bonus plans to all eligible employees
- Rich medical, dental, and vision coverage
- Generous retirement contributions with 100% immediate vesting (regardless of whether you contribute)
- Quarterly all-company wellness days where everyone takes a pause together
- Country specific holidays plus a day off for your birthday
- One-time home office stipend
- Annual professional development budget
- Quarterly well-being stipend
- Considerable paid parental leave
- Employee referral bonus program
- Other benefits (life/AD&D, disability, EAP, etc. - varies by country)
Apply
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About Mozilla
The non-profit-backed technology company that has shaped the internet for the better over the last 25 years
Mozilla Corporation is the non-profit-backed technology company behind brands like Firefox, the privacy-minded web browser. With more than 225 million people around the world using its products each month, Mozilla works across areas including AI, social media, and security. The Mozilla Corporation is wholly owned by the non-profit 501(c) Mozilla Foundation, so it isn't beholden to any shareholders — only to its mission.
Mission
To make the internet better for people and build the Internet as a public resource accessible to all because open and free is better than closed and controlled
Key facts
- 225 million people around the world using our products each month
- Technology
- Mozilla Corporation is wholly owned by the non-profit 501(c) Mozilla Foundation
- More than 225 million people around the world use Mozilla products each month
- Pioneering brands like Firefox, the privacy-minded web browser
- Work focuses on diverse areas including AI, social media, security and more
What they value
- Open and free is better than closed and controlled
- Make the internet better for people
- Diversity, equity, inclusion, and belonging