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 $120,000 - $160,000 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.