Senior Lead, Enterprise Partnerships – Strategy

Job not on LinkedIn

🔥 0 minutes ago

🇺🇸 United States – Remote

💵 $175k - $220k / year

⏰ Full Time

🟠 Senior

💰 Account Manager

🦅 H1B Visa Sponsor

This company has sponsored H1B visas in the past.

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Mozilla

WebsiteLinkedInAll Job Openings

501 - 1000 employees

Founded 1998

👥 B2C

🔒 Cybersecurity

B2C • Cybersecurity • Software

Mozilla is a non-profit organization dedicated to promoting an open and accessible internet. They are the makers of the popular Firefox browser, which emphasizes user privacy, speed, and control. Mozilla also offers a range of products that focus on internet security and privacy, including Mozilla VPN, Firefox Relay, and Mozilla Monitor. Additionally, the organization is involved in open-source projects, AI innovation, and advocating for digital rights. Mozilla aims to empower users with trustworthy technology and policies that protect privacy, support open-source AI development, and foster accountability for tech companies.

📋 Description

• 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 • Partner closely with the CEO, senior leadership, and cross-functional teams to shape MZLA’s enterprise strategy and cohesive enterprise offering • Meet with partners and prospective customers and represent MZLA at relevant industry events

🎯 Requirements

• 15+ years of relevant professional experience, including substantial experience in product or strategic partnerships, enterprise strategy, commercial strategy, or technical business development • 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 • Demonstrated experience developing and negotiating pricing, packaging, licensing, reseller, revenue-sharing, implementation, support, or similar commercial models • Strong judgment around enterprise buying processes, deal economics, negotiation strategy, and complex procurement • Experience with technically complex software products, platforms, infrastructure, AI-enabled systems, communications technology, security, or privacy technology • Technical and product fluency to work credibly with engineering, product, partner, and enterprise stakeholders • Strong executive communication, relationship-management, facilitation, and negotiation skills • Ability to bring structure to ambiguous opportunities and move comfortably between strategy and detailed execution • Collaborative, low-ego working style and ability to influence without formal authority • Strong alignment with Mozilla’s mission and values, including openness, privacy, user agency, trust, and long-term sustainability • Ability and willingness to travel periodically, including internationally • Applicants must reside in and have permanent work authorization for the country location(s) specified in the posting • No visa sponsorship provided

🏖️ Benefits

• Fully remote work & schedule flexibility • Company-provided laptop • Annual bonus program • Monthly remote work stipend • Annual professional development stipend • Access to Coursera learning platform • Industry conferences • Company all-hands and team gatherings • 24 days PTO per year (prorated) • Your birthday • Year-end company shutdown • 9 wellbeing days • Public holidays • Other paid leave • Quarterly wellbeing stipend for personal / family activities • 401(k) contributions • Health, dental, & vision insurance • Disability insurance • Life insurance • Employee assistance program • Paid parental leave • Paid sick days