Alliance Partner Manager (SaaS, Luma)

Join Dotmatics, the world's largest cloud-based scientific research R&D platform, as an Alliance Partner Manager. In this senior role, you'll lead the technical dimension of our alliances and partnering function for Luma, our AI-Native Multimodal Research Platform for Scientific Intelligence. You'll work closely with various teams, including Sales, Legal, Marketing, Engineering, Product, Support, and Pre-Sales, as well as colleagues at Siemens. This position is based in EMEA and offers a dynamic, remote-friendly environment.

• Définir, construire et exécuter la stratégie technique des partenaires, en priorisant les intégrations et les solutions conjointes à développer.
• Posséder des relations au niveau de l'ingénierie avec les organisations partenaires grâce à une communication efficace, une gouvernance structurée et des examens commerciaux.
• Superviser l'architecture de la solution, la cartographie des cas d'utilisation, la certification des produits partenaires et le développement de preuves de concept.

• 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
• 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'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'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 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
• 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
• 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
• 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
• 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
• Familiarity with tiered partner certification programmes
• Experience with cloud marketplaces (AWS, Azure, Google Cloud) or OEM / embedded partnership motions
• 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)
• Experience structuring and negotiating complex commercial and technical agreements alongside legal teams
• 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