Dotmatics
Dotmatics
Dotmatics dezvoltă software de inteligență științifică bazat pe inteligență artificială pentru organizații care desfășoară activități de cercetare și descoperire multimodală. Platforma sa combină gestionarea datelor științifice, automatizarea fluxurilor de lucru, instrumente de colaborare și analize predictive pentru a-i ajuta pe cercetători să organizeze informații complexe, să adapteze procesele de laborator și să ia decizii mai bine fundamentate. Portofoliul de produse include soluții pentru bioinformatică, chimioinformatică și citometrie în flux, sprijinind activități din domenii precum descoperirea medicamentelor și știința materialelor.

Alliance Partner Manager, SaaS

Lead technical partnerships and integrations for Dotmatics’ AI-native scientific research software. Develop joint solutions, go-to-market programs, and partner revenue across EMEA.

Descriere

  • Set and deliver the technical partner strategy
  • Prioritise integrations and joint solutions for development
  • Build and execute co-sell, co-build, and co-deliver go-to-market plans
  • Coordinate internal teams and deliver partner sales enablement and training
  • Manage engineering-level relationships across partner organisations
  • Lead governance processes, business reviews, and joint business planning
  • Assess integration feasibility and convert partner needs into technical specifications
  • Establish achievable expectations for engineering delivery
  • Oversee solution architecture, use-case mapping, partner certification, and sandbox or proof-of-concept development
  • Create differentiated offerings through collaboration, market research, and competitive analysis
  • Produce joint marketing materials
  • Promote partnerships across Sales, Legal, Marketing, Engineering, Product, Support, Pre-Sales, and Siemens teams
  • Channel partner requirements into the product roadmap and coordinate collaborative events
  • Define, monitor, and evaluate partnership performance metrics
  • Work with partners to improve performance
  • Represent Dotmatics and Siemens at alliance and partner conferences and events
  • Prioritise systems integration partners that contribute to commercial growth

Cerințe

  • At least seven years of experience in technology partnerships, alliances, solution architecture, or pre-sales engineering
  • Several years managing strategic technical partner or ISV relationships at enterprise scale
  • Hands-on experience building integrations, beyond relationship management
  • Technical expertise to scope integrations, test them in sandboxes, and work with partner engineering teams
  • Capacity to work independently on complex and ambiguous opportunities
  • Ability to align engineering, marketing, and sales teams without direct authority
  • Strong communication and relationship-building capabilities
  • Demonstrated success defining and delivering partner or alliance strategies with ISVs, technology platforms, or systems integrators
  • Record of measurable partner-sourced or partner-influenced revenue
  • Working knowledge of APIs, authentication, and data-exchange patterns
  • Ability to scope, document, and validate integrations through sandboxes and proof-of-concept builds
  • Experience creating co-sell, co-build, and co-deliver plans
  • Experience coordinating internal and partner teams, enabling sales, and producing joint collateral
  • Confidence managing senior stakeholders and leading structured business reviews, including QBRs
  • Experience defining, monitoring, and analysing partnership KPIs
  • Experience with cloud marketplaces such as AWS, Azure, or Google Cloud, or with OEM and embedded partnership models may be useful
  • Experience structuring and negotiating complex commercial and technical agreements with legal teams may be useful
  • Familiarity with tiered partner certification programmes may be useful
  • A background in or interest in scientific, life-sciences, or research software, Oil & Gas, or Consumer Packaged Goods may be advantageous

Beneficii

  • Flexible, remote-oriented working environment
  • Commitment to equal employment opportunity
  • Inclusive and supportive workplace

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