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 and deep expertise in the Aerospace & Defense industry. You understand the unique challenges of A&D manufacturing from stringent compliance requirements to complex supply chain dynamics and can speak credibly with defense primes Tier 1 suppliers and MRO organizations alike.

You're entrepreneurial comfortable building the playbook while executing it and thrive in mission-critical environments where precision traceability and security are paramount. You can present to C-suite executives at major defense contractors as effectively as you can collaborate with solutions architects on technical integrations.

What skills do I need?

• 5-8+ years in Channel Sales Partnerships/Alliances or Business Development with a strong focus on Aerospace & Defense customers and partners
• Proven track record of quota attainment (100%+) in a channel or alliances sales capacity
• Deep understanding of A&D industry dynamics including defense primes Tier 1/2 suppliers commercial aerospace OEMs and MRO operations
• Familiarity with A&D compliance frameworks such as ITAR DFARS CMMC AS9100 and NADCAP; understanding of FedRAMP and government cloud requirements preferred
• Experience with MES ERP PLM or IIoT ecosystems in aerospace and defense manufacturing environments
• Experience in SaaS and/or digital transformation initiatives within regulated industries
• Existing relationships with A&D-focused system integrators consultancies and technology partners strongly preferred
• Excellent written and verbal communication skills with ability to manage multiple stakeholders across complex organizational structures
• Familiarity with Salesforce.com and sales tools (Outreach ZoomInfo LinkedIn Sales Navigator)
• U.S. Citizenship required due to nature of work with defense customers; ability to obtain security clearance a plus
• Bachelor's degree in Engineering Business or related field strongly preferred

Key Responsibilities:

• Manage the entire indirect sales process through Tulip's A&D ecosystem partners including defense-focused system integrators VAR partners and strategic alliances
• Develop and execute comprehensive Go-to-Market plans with key partners targeting aerospace manufacturing defense production and MRO verticals—including joint value propositions aligned with A&D priorities (traceability compliance workforce enablement quality)
• Support account executives and partners during co-selling motions with defense primes commercial aerospace OEMs and their supply chains from prospecting to close including accurate pipeline forecasting
• Enable partners to independently represent Tulip across the commercial cycle ensuring they understand A&D-specific requirements (compliance security data sovereignty)
• Identify and recruit new partners to fill geographic technical or vertical gaps in the A&D ecosystem—including specialized defense consultancies and cleared technology providers
• Stay current on A&D industry trends digital transformation initiatives (e.g. DoD modernization programs Factory of the Future) and competitive landscape
• Leverage and collaborate with internal resources including Sales Marketing Sales Engineering Product Legal and Customer teams to navigate complex A&D procurement cycles

Key Collaborators:

• Commercial team including Sales Marketing Pre-Sales and Delivery
• Product and Engineering teams

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
• Competitive benefits package including Health Dental Vision Short-term Disability Long-term Disability Life Insurance AD&D Insurance Flexible Spending Account (FSA) Commuter Benefits Parental Leave and 401(K)
• Flexible work schedule and unlimited vacation policy
• Learning & Development program 
• Virtual company events and happy hours
• Fitness subsidies
• An inclusive dog-friendly office with diverse and inspiring colleagues

We are an equal opportunity employer. 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 frontline operations.

The compensation information displayed on each job posting reflects the range for new hire pay rates for the position across all US locations. Within the range posted actual compensation will be determined depending on multiple factors including job-related knowledge & skills experience business needs geographical location market compensation data and internal equity. Expected compensation ranges for this role may change over time. The salary range for this position is $120000 - $160000 per year and is eligible for on-target-earnings (OTE). 

What We Do

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.

Why Work With Us

We’re building a strong diverse team that values hard work families and personal well-being. Help us build an inclusive community that will transform frontline operations.

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