Senior Lead, Enterprise Partnerships – Strategy

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

📋 Description

• Assist in defining and implementing an enterprise strategy across MZLA’s products and services.

• Convert digital sovereignty priorities into precise enterprise and partnership requirements.

• Identify, assess, and promote enterprise opportunities and strategic partnerships, especially in Europe and other sovereignty-focused regions.

• Collaborate with stakeholders to clarify roles within MZLA, external partners, and other Mozilla entities.

• Create pricing, packaging, licensing, reseller, revenue-sharing, support, implementation, and various other commercial models.

• Lead or assist in partner negotiations and high-level commercial discussions.

• Partner with product and engineering teams to comprehend capabilities, deployment options, integrations, security and privacy considerations, support requirements, and roadmap dependencies.

• Convert technical capabilities into clear enterprise propositions and partner strategies.

• Establish practical processes and decision frameworks that facilitate repeatable execution and ensure external commitments are realistic and maintainable.

• Collaborate closely with the CEO, senior leadership, and cross-functional teams on enterprise strategy and commercial opportunities.

• Represent MZLA at pertinent industry events and engage with partners and potential customers.

⛳️ Requirements

• Over 15 years of relevant professional experience, with significant exposure to product or strategic partnerships, enterprise strategy, commercial strategy, or technical business development.

• Proven experience in developing a new partnership, enterprise, platform, or commercial capability in a partner-driven environment.

• Familiarity with European enterprises, public-sector organizations, regulated institutions, technology partners, or similarly intricate stakeholders.

• Strong comprehension of digital sovereignty and the commercial, technical, regulatory, legal, and procurement factors influencing technology decisions in Europe.

• Experience working with resellers, systems integrators, implementation partners, or similar partner-led enterprise models.

• Evidenced experience in developing and negotiating pricing, packaging, licensing, reseller, revenue-sharing, implementation, support, or comparable commercial models.

• Strong judgment in relation to enterprise buying processes, deal economics, negotiation strategies, and complex procurement.

• Experience with technically intricate software products, platforms, infrastructure, AI-enabled systems, communications technology, security, or privacy technology.

• Technical and product fluency to engage credibly with engineering, product, partner, and enterprise stakeholders.

• Excellent executive communication, relationship management, facilitation, and negotiation skills.

• Ability to impose structure on ambiguous opportunities and transition smoothly between strategy and detailed execution.

• Collaborative, low-ego working style with the capacity to influence without formal authority.

• Strong alignment with Mozilla’s mission and values such as openness, privacy, user agency, trust, and long-term sustainability.

• Willingness and ability to travel periodically, including internationally.

• Permanent work authorization in Canada; candidates must reside within the specified country location, and MZLA does not offer visa sponsorship.

🏝️ Benefits

• Fully remote work and flexible scheduling.

• Company-issued laptop.

• Annual bonus program.

• Monthly stipend for remote work expenses.

• Annual professional development allowance.

• Access to the Coursera learning platform.

• Opportunities to attend industry conferences.

• Company-wide meetings and team gatherings.

• 24 days of paid time off per year (prorated).

• Paid day off for your birthday.

• Year-end company shutdown.

• 9 wellbeing days.

• Paid public holidays.

• Additional paid leave options.

• Quarterly wellbeing stipend for personal or family activities.

• Contributions to your RRSP.

• Comprehensive health, dental, and vision insurance.

• Disability insurance.

• Life insurance.

• Employee assistance program.

• Paid parental leave.

• Paid sick days.