Partner Manager, Aerospace and Defense

Tulip Interfaces • Somerville, MA

14h • Hybrid

About The Position

Tulip, a leader in AI-native frontline operations, is seeking a Partner Manager with deep expertise in the Aerospace & Defense (A&D) industry. This role is responsible for managing and growing Tulip's indirect sales through A&D ecosystem partners. The ideal candidate is a SaaS hunter with a proven track record of exceeding quota and a strong understanding of A&D manufacturing challenges, compliance requirements, and complex supply chains. You will be instrumental in developing and executing Go-to-Market plans with partners, supporting co-selling motions, and enabling partners to effectively represent Tulip. This is a hybrid role based in Somerville, MA, requiring 3+ days per week in the office.

Requirements

• 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.

Nice To Haves

• Ability to obtain security clearance a plus.

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.

Benefits

• 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
• Unlimited vacation policy
• Learning & Development program
• Virtual company events and happy hours
• Fitness subsidies
• An inclusive, dog-friendly office with diverse and inspiring colleagues

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Number of Employees: 101-250 employees