Alliance Partner Manager (SaaS) | Luma

Our Why At Dotmatics

At Dotmatics, a Siemens company, we believe science, data, and decision-making must be deeply intertwined for innovation to thrive. Our Portfolio includes Luma, LumaLab Connect, ELN Platform, Graphpad Prism, Geneious, SnapGene, Protein Metrics, OMIQ, FCS Express, LabArchives, NQuery, EasyPanel, SoftGenetics and Virscidian.

We have a vision for a new Lab of the Future that will change the future of scientific research.

We have created the world’s most comprehensive digital science platform – best-of-breed software applications already used by more than 2 million scientists, together in a single ecosystem united by a powerful, flexible enterprise data platform. This is not flat data buried away in digital graveyards. This is dynamic, multi-dimensional decision-making.

Scientific enterprises need a new level of effectiveness to achieve tomorrow’s breakthroughs. Illness will not wait. The biosphere will not wait. We are tireless in our vision, because the time for innovation is now.

Shaping the Future of Science At Dotmatics

Our global team of more than 800 colleagues are dedicated to supporting our customers in over 180 countries. Together, with our scientific community of users, we accelerate scientific innovation in order to make the world a healthier, cleaner, and safer place to live.

You’ll join a collaborative, global team pushing the boundaries of scientific innovation. Your ideas and efforts will have a tangible impact, accelerating scientific progress and discovery. We offer a dynamic, remote-friendly environment that fosters high integrity and collaboration, empowering you to excel. Dotmatics is a company built by scientists, for scientists. Combined, we are now the world’s largest cloud-based scientific research R&D platform. We need your help to keep growing and pioneering the future.

We are Science Driven. We are Customer Centric. We are Better Together.

What do we need
We are seeking an Alliance Partner Manager to lead the technical dimension of our alliances and partnering function for Luma, our AI-Native Multimodal Research Platform for Scientific Intelligence. Sitting at the intersection of business and engineering, you'll own how our platform connects with, integrates into, and creates value alongside the products of our strategic technology partners, such as Databricks and AWS.
This position is based in EMEA, working globally across time zones, with potential future expansion of channel partnerships into NAM. It is a senior role with broad scope, where you'll act as the bridge between partner engineering teams and our own product, engineering and commercial organizations, working closely with Sales, Legal, Marketing, Engineering, Product, Support and Pre-Sales, as well as colleagues at Siemens, with room to design and build the technical alliance capability around you.
While the focus is strategic, this remains a hands-on role: you'll need enough technical depth to scope integrations credibly, validate them in sandboxes, and hold your own in a conversation with a partner's engineering team. We're looking for someone with an engineering-minded, "application scientist" type approach — comfortable understanding the technical requirements involved in onboarding a partner, and operating confidently within a large company mindset and environment.
In this role you will get to:

• Define, build, and execute the technical partner strategy, prioritising which integrations and joint solutions to build, developing and implementing joint go-to-market plans (co-sell, co-build, co-deliver), aligning teams and facilitating sales enablement and training of partners.

• Own engineering level relationships across partner organisations through effective communication, structured governance and business reviews, and joint business planning.

• Scope integration feasibility early in partner conversations, translating vague partner asks into clear, buildable technical specifications and setting realistic expectations.

• Oversee solution architecture, use-case mapping, partner product certification and sandbox / proof-of-concept development to design and validate joint solutions.

• Engage partners to develop differentiated solutions through joint collaboration, market and competitive analysis, and the creation of joint marketing collateral.

• Evangelise partnerships internally, working closely with Sales, Legal, Marketing, Engineering, Product, Support and Pre-Sales stakeholders, and with colleagues at Siemens, feeding partner needs into the roadmap and organising collaborative events.

• Define, track and analyse key partnership metrics, collaborating with partners to optimise performance, and represent Dotmatics/Siemens at alliance and partner conferences and events.

• Focus specifically on systems integration partners, bringing on partners that will meaningfully increase the bottom line.

We are looking for candidate's who have 7+ years in technology partnerships, alliances, solution architecture or pre-sales engineering, including several years leading strategic technical partner or ISV relationships at enterprise scale. You've built integrations, not just managed them, and you can move fluently between a business review and a whiteboard session with a partner's engineers. You're comfortable operating with a high degree of autonomy on complex, ambiguous pursuits, and you set realistic expectations that engineering can actually deliver on.
Just as importantly, you lead through influence. You can align engineering, marketing and sales teams, internally and across partner organisations, behind a shared plan without direct authority, and you're motivated by building a partnering function and team, not just running one. While not a traditional "sales" person, you're comfortable navigating sales-style conversations, combining technical knowledge with strong relationship management and communication skills.
Key Skills:

• Technical partnership leadership - a proven track record defining and executing partner or alliance strategy with ISVs, technology platforms or system integrators, with measurable partner-sourced or partner-influenced revenue impact.

• Hands-on integration fluency, including practical depth with APIs, authentication and data-exchange patterns, and the ability to scope, spec and validate integrations through sandboxes and proof-of-concept builds.

• Joint go-to-market execution - experience developing co-sell, co-build and co-deliver plans, aligning internal and partner teams, facilitating sales enablement and creating the collateral that makes joint solutions land.

• Executive-level relationship management - comfort owning senior stakeholder relationships across partner organisations, running structured business reviews (QBRs), and resolving conflict constructively when internal and partner priorities clash.

• Data-driven partner management, with the habit of defining, tracking and analysing partnership KPIs and leading indicators of partner health and acting on them before issues escalate.

You may also have:

• Experience with cloud marketplaces (AWS, Azure, Google Cloud) or OEM / embedded partnership motions.

• Experience structuring and negotiating complex commercial and technical agreements alongside legal teams.

• Familiarity with tiered partner certification programmes.

• A background or interest in scientific, life-sciences or research software, or another domain-deep industry such as Oil & Gas or Consumer Packaged Goods (CPG).

Research shows us the confidence gap and imposter syndrome can get in the way of meeting outstanding candidates, so please don’t hesitate to apply — we’d love to hear from you.

By submitting your application, you agree that Dotmatics may collect your personal data for recruiting, global organization planning, and related purposes. Dotmatics Privacy Notice explains what personal information we may process, where we may process your personal information, our purposes for processing your personal information, and the rights you can exercise over Dotmatics use of your personal information.

Dotmatics is an equal opportunity employer. We are a welcoming place for everyone, and we do our best to make sure all people feel supported and connected at work.

Originally posted on Himalayas