DACH Enterprise Partnerships Lead - Firefox

Mozilla; United States; Remote; USD 140,000 - 210,000; Full time

Benefits offered by this job

Bonus plan

Medical/dental/vision coverage

Retirement contributions with vesting

Wellness days

Holidays + birthday day

Home office stipend

Professional development budget

Well-being stipend

Parental leave

Referral bonus

Other benefits

Job summary

Mozilla is seeking a Strategic Partnerships Manager to grow the Firefox Enterprise partner ecosystem across Germany, Austria and Switzerland. You will build and develop strategic alliances with technology, cloud, public‑sector, open‑source and systems‑integration partners to create lasting customer value.

This hands‑on role requires proven negotiation skills, ability to quantify value with business cases, and willingness to travel across the DACH region and occasionally work with US time zones.

Qualifications

• 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.
• 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.

Responsibilities

• 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

Skills

Strategic partnerships

Business development

Channel management

Key account management

Negotiation

Enterprise software

Job description

Mozilla is seeking a Strategic Partnerships Manager to grow the Firefox Enterprise partner ecosystem across Germany, Austria and Switzerland. You will build and develop strategic alliances with technology, cloud, public‑sector, open‑source and systems‑integration partners to create lasting customer value.

This hands‑on role requires proven negotiation skills, ability to quantify value with business cases, and willingness to travel across the DACH region and occasionally work with US time zones.