Senior Lead, Enterprise Partnerships & Strategy
Leads MZLA’s partner-led enterprise strategy, commercial models, and strategic partnerships, with emphasis on digital sovereignty and European enterprise markets. The role requires 15+ years of relevant experience, technical fluency, complex enterprise negotiation skills, and the ability to operate hands-on in a lean environment.
About the job
Responsibilities
- Define and execute an enterprise strategy across MZLA’s products and services.
- Translate digital sovereignty priorities into enterprise and partnership requirements.
- Identify, evaluate, and advance enterprise opportunities and strategic partnerships, particularly in Europe and other sovereignty-focused markets.
- Clarify roles across MZLA, external partners, and affiliated 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.
- Collaborate with product and engineering teams on capabilities, deployment options, integrations, security and privacy considerations, support requirements, and roadmap dependencies.
- Translate technical capabilities into enterprise propositions and partner plans.
- Build processes and decision frameworks for repeatable execution and realistic external commitments.
- Travel periodically, including internationally, to meet partners, prospective customers, and attend industry events.
Requirements
- 15+ years of relevant professional experience in product or strategic partnerships, enterprise strategy, commercial strategy, or technical business development.
- Experience building a partnership, enterprise, platform, or commercial capability in a partner-led environment.
- Experience 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 influencing technology decisions in Europe.
- Experience with resellers, systems integrators, implementation partners, or similar partner-led enterprise models.
- Experience developing and negotiating pricing, packaging, licensing, reseller, revenue-sharing, implementation, support, or similar commercial models.
- Experience with technically complex software products, platforms, infrastructure, AI-enabled systems, communications technology, security, or privacy technology.
- Strong executive communication, relationship management, facilitation, and negotiation skills.
- Ability to structure ambiguous opportunities and move between strategy and detailed execution.
- Collaborative, low-ego working style with the ability to influence without formal authority.
- Alignment with openness, privacy, user agency, trust, and long-term sustainability.
- Willingness to travel periodically, including internationally.
Nice-to-haves
- On-premises, self-hosted, private-cloud, in-region, or other customer-controlled deployment experience.
- Open-source software, open standards, or open technology ecosystem experience.
- Familiarity with AI-enabled software, enterprise search, knowledge systems, communications platforms, productivity tools, or privacy-oriented technology.
- Experience building partnerships or enterprise initiatives in an early-stage company, new business unit, or newly established function.
- Experience coordinating partnerships across affiliated organizations or related products.
Compensation and Benefits
- Full-time, fully remote position.
- Regular working-hour overlap with North American time zones and flexibility for European stakeholders.
- Periodic international travel.
Skills
Enterprise Strategy, Strategic Partnerships, Commercial Strategy, Technical Business Development, Digital Sovereignty, Pricing, Packaging, Licensing, Revenue Sharing, Reseller Models, Systems Integrators, Negotiation, Open-Source Software, Private Cloud
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