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 competit