Partner Manager, Aerospace and Defense

About the role

This role is located in Somerville, MA - We are a hybrid work environment and are in the office 3+ days/per week.

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 Skills

• 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

Qualifications

U.S. Citizenship required due to nature of work with defense customers; ability to obtain security clearance a plus

Pay

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).

Schedule

We are a hybrid work environment and are in the office 3+ days/per week.