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, and Customer teams

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 $80,000 - $105,000 per year, and is eligible for on-target-earnings (OTE).

Originally posted on Himalayas