Partner Manager, Aerospace and Defense

This role is located in Somerville MA - We are a hybrid work environment and are in the office 3 days/per week.

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. Tulips 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 Energages Top Workplaces USA and one of Built In Bostons 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 manufacturingfrom stringent compliance requirements to complex supply chain dynamicsand can speak credibly with defense primes Tier 1 suppliers and MRO organizations alike.

Youre 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 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
• Bachelors degree in Engineering Business or related field strongly preferred

Key Responsibilities:

• Manage the entire indirect sales process through Tulips 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 verticalsincluding 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 chainsfrom 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 ecosystemincluding 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 dont match every requirement applying gives you the opportunity to be considered.

Were 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).

It is unlawful in Massachusetts to require or administer a lie detector test as a condition of employment or continued employment. An employer who violates this law shall be subject to criminal penalties and civil liability.

Please note that we may use AI-based tools to support parts of our hiring process. All data processing is carried out in compliance with local data protection laws ensuring all personal candidate information is handled securely and ethically.