OEM and Channel Sales Manager EMEA

Tulip, the leader in frontline operations, is helping companies around the world equip their workforce with connected apps, leading to higher quality work, improved efficiency, and end-to-end traceability across operations. Companies of all sizes and across industries have implemented composable solutions with Tulip’s cloud-native, no-code platform to solve some of the most pressing challenges in operations: error-proofing processes and boosting productivity, capturing and analyzing real-time data, and continuous improvement.

A spinoff out of MIT, Tulip is headquartered in Somerville, MA, with offices in Germany and Hungary. Focused on composable, human-centric solutions for industrial environments, Tulip is disrupting the MES category and has been recognized as a World Economic Forum Global Innovator.

About You:

• Experienced in software solution Enterprise sales 
• Experienced selling / co-selling with partners 
• Understand how to work with large System Integrators and Alliance partners such as: Microsoft, AWS, McKinsey, TCS, Cognizant, CapGemini, or HCL, etc.  
• Collaborate well with others to close a complex sale through revenue recognition
• Natural sales hunter
• Experience in OEM partnerships
• When required, you work independently to add value to the business
• Think on your feet in difficult situations.
• You are genuine, humble, and intellectually curious
• You’re an entrepreneur at heart. You’re flexible and can thrive in environments that don’t have defined processes, and you’re excited to help build.
• You have a heart for customers and partners
• You’re naturally curious and excited about learning how things are made.
• You understand the value and the ups-and-downs of building something.

What skills do I need? 

• Demonstrate a consistent track record of successful software solutions sales and working with software partners for services shown by overgoal performance with 7+ years sales experience selling technology products into the manufacturing sector.
• Have 5+ years Channel Management or a mix of channel and direct Sales experience in the IT industry.
• Must have strong technical and business vision with excellent presentation and communication skills.
• Are willing to travel (25-50%). Thrive in a team atmosphere, appreciate aggressive goals, and have superior organizational/time management skills and a make-it-happen attitude.
• Familiarity with Salesforce.com; organize / report on all sales productivity on a consistent basis (regular forecasting, account plans, etc)

Key Responsibilities:

• Achieve assigned territory bookings goals and other critical KPI’s
• Manage a team to support new ARR bookings through Channel and OEM software sales
• Develop a growth plan for your accounts and team and report on progress.
• Engage in and Manage Customer Sales Engagements with partners
• Drive account strategies & coordinate selling efforts with channel partners to execute a sales process & win deals.
• Manage multiple customer opportunities with multiple partners at once while maintaining a high level of attention to detail.
• Build accurate forecasting and an operational cadence with management
• Drive referenceable customer satisfaction in your accounts
• Expertly demonstrate Tulip technology to end users and execute opportunities with channel partners.
• Identify, recruit and develop large channel partners (>100,000 employees) in assigned territory
• Manage Partner Bookings Goals and Other Critical KPIs
• Develop, Manage, Coach and Build Strong Partners
• Develop, Manage, Coach and Build Strong your team, direct reports
• Build and Maintain Strong Partner Executive Relationships
• Long Term and Annual Partnership Plans and QBRs
• Manage Partner Forecast & Pipeline Objectives and Visibility
• Coordination of Partner Engagement and Enablement Activities
• Build and cultivate strong relationships with channel business partners and maintain high level of satisfaction
• Executes Channel Management Operating Rhythm with Partners and GTM team – i.e. Channel Marketing, Sales, Sales Engineering, Customer Success, Enablement
• Works Closely with Channel Enablement Team to Define Skills, Knowledge or Other Developmental Areas for Partners

Key Collaborators:

• Sales (Strategic, Commercial, Digital Advisors)
• Sales Engineering
• Customer Success
• Finance

Working At Tulip

We know even great candidates experience imposter syndrome. Even if you don’t match every requirement, applying gives you the opportunity to be considered. 

We’re building a strong, diverse team that values hard work, families, and personal well-being. Benefits of working with us include:

• Direct impact on product and culture
• Company equity
• Flexible work schedule and unlimited vacation policy
• Commission plan based on performance and ramp

We are an equal opportunity employer and building a diverse team is our top priority. At Tulip, we celebrate all. Qualified applicants will receive consideration for employment without regard to race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status. Help us build an inclusive community that will transform manufacturing.