Partner Manager, Aerospace and Defense

Tulip, the leader in AI-native frontline operations, is helping companies around the world equip their workforce with composable, connected apps, leading to higher quality work, improved efficiency, and end-to-end traceability across operations. Tulip’s cloud-native, no-code platform, powered by embedded AI, is driving the digital transformation of industrial environments through composable, human-centric solutions that go beyond disrupting the Manufacturing Execution System (MES) category.

A spinoff out of MIT, Tulip is headquartered in Somerville, MA, with offices in Germany, Hungary, Singapore, Japan, and Israel. Tulip has been recognized as a World Economic Forum Global Innovator, a 2024 Deloitte Technology Fast award winner, one of Energage’s Top Workplaces USA, and one of Built In Boston’s “Best Places to Work” and “Best Midsize Places to Work.”

About You:

• You are a SaaS hunter with a proven track record of exceeding quota
• You're entrepreneurial, comfortable building the playbook while executing it, and thrive in fast-paced environments
• You have a heart for manufacturing, understanding the complexities that customers and partners face to improve operations at all levels of the organization
• You can present to C-suite executives as effectively as you can collaborate with solutions architects

What skills do I need?

• 2-5+ years in Channel Sales, Partnerships/Alliances, or Business Development in manufacturing domain
• Proven track record of quota attainment (100%+) in a channel or alliances sales capacity
• Experience in SaaS and/or digital transformation is strongly preferred
• Experience with MES, ERP, or IIoT ecosystems in industrial environments is strongly preferred
• Excellent written and verbal communication skills with ability to manage multiple stakeholders
• Familiarity with Salesforce.com and sales tools (Outreach, ZoomInfo, LinkedIn Sales Navigator)
• Bachelor degree in a related field strongly preferred.

Key Responsibilities:

• Manage the entire indirect sales process through Tulip's ecosystem partners, including channel partners and strategic alliances
• Develop and execute comprehensive Go-to-Market plans with key partners, including defining target verticals and joint value propositions
• Support account executives and partners during co-selling from prospecting to close, including accurate pipeline forecasting
• Enable partners to independently represent Tulip across the commercial cycle (pipeline generation, discovery, pre-sales, delivery, customer success, expansion, and renewals)
• Identify and recruit new partners to fill geographic or technical gaps in the ecosystem
• Leverage and collaborate with internal resources including Sales, Marketing, Sales Engineering, Product, an