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Firefox Enterprise Partnership Lead (France)
About this role
Mozilla is seeking a Strategic Partnerships Manager (or Senior Strategic Partnerships Manager, depending on experience) to develop and grow the Firefox Enterprise partner ecosystem in France. The role focuses on building relationships with technology, cloud, public sector, open-source, and systems integration partners, and turning discussions into use cases, pilots, integrations, or joint offerings. The position involves creating joint plans with partners, negotiating agreements, and driving partner-led revenue and joint marketing activities, with reporting to Mozilla leadership. It is a hands-on role in a developing market requiring collaboration across Mozilla and partner organisations. Travel across France is expected, with occasional alignment to US time zones and a commitment to Mozilla’s open-source and privacy-focused mission.
What you would do
- Build and manage relationships with selected partners in France across technology, cloud, public sector, integration, and service partners
- Identify and qualify new partners based on access, capabilities, delivery capacity, and revenue potential
- Map partner objectives, decision-makers, capabilities, customers, and expected contributions
- Create joint plans for strategic partners with goals, responsibilities, milestones, and next steps
- Convert partner discussions into defined use cases, customer opportunities, pilots, integrations, or joint offerings
- Develop business cases and commercial models including pricing, incentives, revenue sharing, support, and delivery responsibilities
- Negotiate partner agreements with Mozill a 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 they are asking for
- Experience in strategic partnerships, business development, alliances, channel management or key account management within B2B technology
- At least one example of a partnership from initial contact to signed agreement or active joint project
- Experience negotiating commercial terms (pricing, commissions, incentives, revenue sharing, reseller conditions)
- Experience building business cases that quantify customer value, partner economics, costs and revenue potential
- Experience managing relationships with senior decision-makers and operational teams
- Technical understanding to discuss enterprise software, integrations, deployment models, and support with specialists
- Experience creating structure and measurable progress where partner models or processes are not yet defined
- Native-level French and advanced English (written and spoken)
- Willingness to travel across France and occasionally work with US time zones
- Commitment to Mozilla’s open-source and privacy-focused mission
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