Partner Manager, Aerospace and Defense

Tulip Interfaces

5h • Onsite

About The Position

Tulip, the leader in AI-native frontline operations, helps companies worldwide 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.” The ideal candidate is a SaaS hunter with a proven track record of exceeding quota, entrepreneurial, comfortable building the playbook while executing it, and thrives in fast-paced environments. They have a heart for manufacturing, understanding the complexities that customers and partners face to improve operations at all levels of the organization, and can present to C-suite executives as effectively as they can collaborate with solutions architects.

Requirements

• 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
• Excellent written and verbal communication skills with ability to manage multiple stakeholders
• Familiarity with Salesforce.com and sales tools (Outreach, ZoomInfo, LinkedIn Sales Navigator)

Nice To Haves

• Experience in SaaS and/or digital transformation is strongly preferred
• Experience with MES, ERP, or IIoT ecosystems in industrial environments is strongly preferred
• Bachelor degree in a related field strongly preferred

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

Benefits

• 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

What This Job Offers

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