Partner Manager (Aerospace and Defense)

TL;DR

Partner Manager (Aerospace and Defense): Developing and managing the indirect sales ecosystem for an AI-native frontline operations platform with an accent on strategic alliances and GTM plans for A&D verticals. Focus on driving quota attainment through system integrators and VARs while ensuring compliance with stringent industry frameworks like ITAR and CMMC.

Location: Hybrid in Somerville, MA (3+ days/week in office). U.S. Citizenship required.

Salary: $120,000 - $160,000 per year

Company

Tulip is a leader in AI-native frontline operations providing a cloud-native, no-code platform for industrial digital transformation.

What you will do

• Manage the indirect sales process through A&D ecosystem partners, including defense-focused system integrators and VARs.
• Develop and execute comprehensive GTM plans targeting aerospace manufacturing, defense production, and MRO verticals.
• Support account executives in co-selling motions with defense primes and commercial aerospace OEMs from prospecting to close.
• Enable partners to independently represent the platform, ensuring they understand A&D-specific security and compliance requirements.
• Recruit new partners to fill technical or geographic gaps in the A&D ecosystem.
• Collaborate with internal Sales, Product, and Engineering teams to navigate complex A&D procurement cycles.

Requirements

• 5-8+ years in Channel Sales, Partnerships, or Business Development specifically within the Aerospace & Defense industry.
• Proven track record of exceeding sales quotas (100%+).
• Deep knowledge of A&D dynamics and compliance frameworks such as ITAR, DFARS, CMMC, AS9100, and NADCAP.
• Experience with MES, ERP, PLM, or IIoT ecosystems in regulated manufacturing environments.
• U.S. Citizenship is mandatory due to the nature of work with defense customers.
• Bachelor's degree in Engineering, Business, or a related field.

Nice to have

• Existing relationships with A&D-focused system integrators and consultancies.
• Ability to obtain security clearance.
• Familiarity with FedRAMP and government cloud requirements.

Culture & Benefits

• Competitive benefits package including Health, Dental, Vision, and 401(K).
• Company equity and direct impact on product and culture.
• Flexible work schedule and unlimited vacation policy.
• Learning & Development program and fitness subsidies.
• Inclusive, dog-friendly office environment.