Firefox Enterprise Partnership Lead (DACH)

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 across Germany, Austria, and Switzerland. You will build and develop strategic partnerships and alliances across the DACH 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 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 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 suppor