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. Driving joint solutions, go-to-market plans and partner revenue across EMEA.
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
- Set realistic expectations for engineering delivery
- Oversee solution architecture, use-case mapping, partner product certification and sandbox/proof-of-concept development
- Develop differentiated solutions through joint collaboration and market and competitive analysis
- Create joint marketing collateral
- Evangelise partnerships internally across Sales, Legal, Marketing, Engineering, Product, Support and Pre-Sales, and with Siemens colleagues
- Feed partner needs into the product roadmap and organise collaborative events
- Define, track and analyse partnership metrics
- Collaborate with partners to optimise performance
- Represent Dotmatics/Siemens at alliance and partner conferences and events
- Focus on systems integration partners that increase the bottom line
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 to scope integrations, validate them in sandboxes, and engage with partner engineering teams
- Ability to operate autonomously on complex, ambiguous pursuits
- Ability to align engineering, marketing and sales teams without direct authority
- Strong relationship management and communication skills
- Proven track record defining and executing partner or alliance strategy with ISVs, technology platforms or system integrators
- Measurable partner-sourced or partner-influenced revenue impact
- Practical 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 collateral
- Comfort owning senior stakeholder relationships and running structured business reviews (QBRs)
- Experience defining, tracking and analysing partnership KPIs
- May have experience with cloud marketplaces (AWS, Azure, Google Cloud) or OEM / embedded partnership motions
- May have experience structuring and negotiating complex commercial and technical agreements alongside legal teams
- May have familiarity with tiered partner certification programmes
- Background or interest in scientific, life-sciences or research software, Oil & Gas or Consumer Packaged Goods (CPG) may be advantageous
Benefits:
- Dynamic, remote-friendly environment
- Equal opportunity employer
- Welcoming and supportive workplace
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