About the Position

Alliance Partner Manager (SaaS) | Luma

Remote - United Kingdom

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. 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.

Responsibilities

In this role you will get to:

Define, build, and execute the technical partner strategy, prioritizing 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 organizations 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 organizing collaborative events.
Define, track and analyse key partnership metrics, collaborating with partners to optimize 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

We are looking for candidates 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 organizations, 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 organizations, 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 compensation and benefits package.
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.

Alliance Partner Manager (SaaS) | Luma

Job description