Alliance Partner Manager (SaaS) | Luma
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Job description
About the Position
Alliance Partner Manager (SaaS) | Luma
Remote - Ireland
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 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.
Responsibilities
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.
Requirements
- 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.
Nice to 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).
We Offer
- A dynamic, remote-friendly environment that fosters high integrity and collaboration.
- Opportunity to work with a global team pushing the boundaries of scientific innovation.
- Competitive salary and benefits.
- Professional development opportunities.
About the Company
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.
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.
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Dotmatics is the global leader in R&D scientific software that connects science, data, and decision-making. Combining a workflow and data platform with best-of-breed applications, we offer the first true end-to-end solutions for biology, chemistry, formulations, data management, flow cytometry, and more.Trusted by more than 2 million researchers from the world’s leading biopharma, chemicals and materials enterprises, and academic institutions, we are dedicated to working with the scientific community to help make the world a healthier, cleaner and safer place to live.Learn more about our platform and products, including GraphPad Prism, Geneious, SnapGene, Protein Metrics, LabArchives, and more, atdotmatics.com.Highlights of working at Dotmatics:— Applications that impact real lives positively, helping scientists excel at their work— Culture that rewards results, creativity and grit— Opportunities to learn new technologies— Open and transparent culture— Peers around the world