Alliance Partner Manager (SaaS, Luma)

Dotmatics Ltd.; Ireland; Remote; EUR 90,000 - 120,000; Full time

Job summary

Dotmatics Ltd. in Ireland is seeking an Alliance Partner Manager to lead the technical dimension of our alliances for Luma, our AI‑Native Multimodal Research Platform.

You will bridge partner engineering and our product, engineering and commercial teams across time zones. This senior role focuses on defining and executing partner strategy, scoping integrations, and driving co‑sell, co‑build and co‑deliver initiatives with partners such as Databricks and AWS, while ensuring governance and

Qualifications

• 7+ years in technology partnerships, alliances, solution architecture or pre-sales engineering.
• Experience leading strategic technical partner or ISV relationships at enterprise scale.
• Ability to operate with autonomy on complex, ambiguous projects.

Responsibilities

• Define, build and execute the technical partner strategy and joint go‑to‑market plans.
• Own engineering level relationships across partner organisations with governance and reviews.
• Scope integration feasibility and translate partner requests into technical specs.
• Oversee solution architecture, use‑case mapping and sandbox/proof‑of‑concept development.
• Engage partners to develop differentiated joint solutions through analysis and collateral.
• Evangelise partnerships internally and align cross‑functional teams behind a shared plan.
• Define and monitor key partnership KPIs and conduct quarterly business reviews.
• Focus on systems integration partners to increase revenue impact.
• Lead with customers and partners, bridging business, engineering and sales.

Skills

Engineering mindset

Relationship management

Strong communication skills

Technical partner management

Tools

APIs

Sandbox environments

Job description

• 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
• We are seeking an Alliance Partner Manager to lead the technical dimension of our alliances and partnering function for Luma, our AI‑Native Multimodal Research Platform for Scientific Intelligence
• Sitting at the intersection of business and engineering, you’ll own how our platform connects with, integrates into, and creates value alongside the products of our strategic technology partners, such as Databricks and AWS
• This position is based in EMEA, working globally across time zones, with potential future expansion of channel partnerships into NAM
• It is a senior role with broad scope, where you’ll act as the bridge between partner engineering teams and our own product, engineering and commercial organizations, working closely with Sales, Legal, Marketing, Engineering, Product, Support and Pre‑Sales, as well as colleagues at Siemens, with room to design and build the technical alliance capability around you
• While the focus is strategic, this remains a hands‑on role: you’ll need enough technical depth to scope integrations credibly, validate them in sandboxes, and hold your own in a conversation with a partner’s engineering team
• 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

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 elevate. 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.