Enterprise Partnership Lead, Firefox

This is a fully remote position, open to applicants in France.

📋 Description

• Develop and oversee relationships with targeted technology, cloud, public-sector, integration, and service partners in France.

• Identify and assess potential new partners based on their customer access, technical expertise, delivery capability, and revenue prospects.

• Analyze each partner's goals, key decision-makers, capabilities, clientele, and anticipated contributions.

• Formulate a collaborative plan for each strategic partner that includes shared goals, assigned responsibilities, milestones, and subsequent steps.

• Transform partner discussions into concrete use cases, customer opportunities, pilot programs, integrations, or collaborative offerings.

• Develop business cases and commercial frameworks that encompass pricing, partner incentives, revenue sharing, support, and delivery obligations.

• Negotiate partnership agreements in collaboration with Mozilla leadership, Legal, Finance, Product, and Engineering teams.

• Drive partner-led revenue through customer introductions, joint account strategies, co-selling efforts, and reseller activities.

• Organize joint marketing initiatives, including events, content creation, campaigns, customer success stories, and market announcements.

• Monitor partner pipeline, commitments, risks, and outcomes, providing regular updates to Mozilla leadership.

⛳️ Requirements

• Proven experience in strategic partnerships, business development, alliances, channel management, or key account management within the B2B technology sector.

• A demonstrated example of a partnership you nurtured from initial contact through to a signed agreement or active collaborative project.

• Experience in negotiating commercial terms, including pricing, commissions, incentives, revenue sharing, or reseller agreements.

• Expertise in developing business cases that quantify customer value, partner economics, costs, and revenue potential.

• Experience in managing relationships with both high-level decision-makers and operational teams.

• Sufficient technical knowledge to engage in discussions about enterprise software, integrations, deployment models, and support responsibilities with specialists.

• Experience in establishing structure and measurable progress in situations where the partner model or process is not yet fully defined.

• Native-level fluency in French alongside advanced written and verbal communication skills in English.

• Willingness to travel throughout France, occasionally collaborate with U.S. time zones, and represent Mozilla’s open-source and privacy-focused mission.

🏝️ Benefits

• Generous performance-based bonus plans available to all eligible employees, ensuring we share in our collective success.

• Comprehensive medical, dental, and vision coverage.

• Significant retirement contributions with 100% immediate vesting, regardless of personal contributions.

• Quarterly wellness days for the entire company to take a collective break.

• Country-specific holidays plus an additional day off for your birthday.

• One-time stipend for home office setup.

• Annual budget for professional development.

• Quarterly stipend for well-being.

• Extensive paid parental leave.

• Employee referral bonus program.

• Additional benefits (life/AD&D, disability, EAP, etc. - varies by country).