Alliance Partner Manager – SaaS
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Job Description
Alliance Partner Manager leading technical partnerships and integrations for Dotmatics’ AI-native scientific research software platform. Driving joint solutions, go-to-market plans and partner revenue.
Responsibilities:
- Define, build and execute the technical partner strategy
- Prioritise integrations and joint solutions to build
- Develop and implement joint go-to-market plans, including co-sell, co-build and co-deliver
- Align teams and facilitate partner sales enablement and training
- Own engineering-level relationships across partner organisations
- Conduct structured governance, business reviews and joint business planning
- Scope integration feasibility and translate partner requests into technical specifications
- Oversee solution architecture, use-case mapping, partner product certification and sandbox/proof-of-concept development
- Develop differentiated solutions through joint collaboration, market and competitive analysis, and joint marketing collateral
- Evangelise partnerships internally across Sales, Legal, Marketing, Engineering, Product, Support, Pre-Sales and Siemens
- Feed partner needs into the product roadmap and organise collaborative events
- Define, track and analyse partnership metrics
- Optimise partner performance and represent Dotmatics/Siemens at alliance conferences and events
- Focus on systems integration partners that increase revenue
Requirements:
- 7+ years in technology partnerships, alliances, solution architecture or pre-sales engineering
- Several years leading strategic technical partner or ISV relationships at enterprise scale
- Experience building integrations, not just managing them
- Technical depth with APIs, authentication and data-exchange patterns
- Ability to scope, specify and validate integrations through sandboxes and proof-of-concept builds
- Experience developing co-sell, co-build and co-deliver plans
- Experience aligning internal and partner teams, facilitating sales enablement and creating joint marketing collateral
- Experience owning senior stakeholder relationships across partner organisations
- Experience running structured business reviews (QBRs)
- Experience defining, tracking and analysing partnership KPIs and partner-health indicators
- Comfortable operating autonomously on complex, ambiguous pursuits
- Strong relationship management and communication skills
- Experience with cloud marketplaces or OEM/embedded partnership motions
- Experience structuring and negotiating complex commercial and technical agreements alongside legal teams
- Familiarity with tiered partner certification programmes
- Background or interest in scientific, life-sciences or research software, Oil & Gas, or Consumer Packaged Goods (CPG)
Benefits:
- Dynamic, remote-friendly environment
- Equal opportunity workplace
- Welcoming and supportive work environment
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