Alliance Partner Manager (SaaS) | Luma

What do we need

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. 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.

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.

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'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 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.

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 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.

You may also 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).

Originally posted on Himalayas