Partnership Lead

Mozilla; United States; Remote; USD 65,000 - 87,000; Full time

Benefits offered by this job

Performance-based bonus

Comprehensive medical/dental/vision

Retirement contributions with vesting

Home office stipend

Professional development budget

Parental leave

Employee referral bonus

Well-being stipend

Extra holidays

Job summary

Mozilla Corporation is seeking a Firefox Enterprise Partnership Lead for France. This remote France role focuses on building the Firefox Enterprise partner ecosystem, identifying strategic partners across technology, public sector, cloud, and systems integrators, and delivering customer and business value.

The role may be filled as Strategic Partnerships Manager or Senior Strategic Partnerships Manager depending on experience, with travel across France and occasional U.S. time zone work.

Qualifications

• Experience in strategic partnerships or business development within B2B tech.
• Proven ability to sign agreements or drive joint projects.
• Experience negotiating commercial terms.
• Ability to build business cases quantifying customer value.
• Experience managing relationships with senior decision-makers.
• Technical understanding of enterprise software and deployments.
• Fluent French and strong English communication.

Responsibilities

• Build and manage relationships with partners in France.
• Identify new partners based on access, capabilities, revenue potential.
• Map partner objectives and stakeholders.
• Create joint plans with goals and milestones.
• Turn discussions into use cases, opportunities, pilots, integrations.
• Develop commercial models with pricing, incentives, revenue sharing.
• Negotiate partner agreements with Mozilla leadership and teams.
• Generate partner-led revenue through introductions, co-selling, and resellers.
• Plan joint marketing activities and campaigns.
• Track partner pipeline and report progress to leadership.

Skills

Strategic partnerships

Business development

Negotiation

Joint planning

Enterprise software

French native

English fluency

Job description

Firefox Enterprise Partnership Lead (France)

Location: Remote France

Department: New Products

Why Mozilla?

Mozilla Corporation is the non-profit-backed technology company that has shaped the internet for the better over the last 25 years. We make pioneering brands like Firefox, the privacy-minded web browser. Now, with more than 225 million people around the world using our products each month, we’re shaping the next 25 years of technology and helping to reclaim an internet built for people, not companies. Our work focuses on diverse areas including AI, social media, security and more. And we’re doing this while never losing our focus on our core mission – to make the internet better for people.

The Mozilla Corporation is wholly owned by the non-profit 501(c) Mozilla Foundation. This means we aren’t beholden to any shareholders — only to our mission. Along with thousands of volunteer contributors and collaborators all over the world, Mozillians design, build and distribute open-source software that enables people to enjoy the internet on their terms.

About this team and role:

Firefox Enterprise is 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.

We are seeking a Strategic Partnerships Manager to help build and grow the Firefox Enterprise partner ecosystem France. You will build and develop strategic partnerships and alliances across the French technology, public-sector, cloud, open-source, and systems-integration ecosystem.

This is a hands-on role for someone who is excited to build partnerships in a developing market and work across Mozilla and partner organizations to create lasting customer and business value.

Depending on experience, this position may be hired as a Strategic Partnerships Manager or Senior Strategic Partnerships Manager.

What you’ll do:

• Build and manage relationships with selected technology, cloud, public-sector, integration, and service partners in France
• 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 you’ll bring:

• 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 French and advanced written and verbal communication skills in English
• Willingness to travel across France, occasionally work with U.S. time zones, and represent Mozilla’s open-source and privacy-focused mission

What you’ll get:

• Generous performance-based bonus plans to all eligible employees - we share in our success as one team
• 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)

About Mozilla

Mozilla exists to build the Internet as a public resource accessible to all because we believe that open and free is better than closed and controlled. When you work at Mozilla, you give yourself a chance to make a difference in the lives of Web users everywhere. And you give us a chance to make a difference in your life every single day. Join us to work on the Web as the platform and help create more opportunity and innovation for everyone online.

Commitment to diversity, equity, inclusion, and belonging

Mozilla understands that valuing diverse creative practices and forms of knowledge are crucial to and enrich the company’s core mission. We encourage applications from everyone, including members of all equity-seeking communities, such as (but certainly not limited to) women, racialized and Indigenous persons, persons with disabilities, persons of all sexual orientations, gender identities, and expressions.

We will ensure that qualified individuals with disabilities are provided reasonable accommodations to participate in the job application or interview process, to perform essential job functions, and to receive other benefits and privileges of employment, as appropriate. Please contact us at [e-mail] to request accommodation.

We are an equal opportunity employer. We do not discriminate on the basis of race (including hairstyle and texture), religion (including religious grooming and dress practices), gender, gender identity, gender expression, color, national origin, pregnancy, ancestry, domestic partner status, disability, sexual orientation, age, genetic predisposition, medical condition, marital status, citizenship status, military or veteran status, or any other basis covered by applicable laws. Mozilla will not tolerate discrimination or harassment based on any of these characteristics or any other unlawful behavior, conduct, or purpose.

Hiring Ranges:

Remote France

€58.000 - €78.000 EUR