Partner Manager

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

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, 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're a builder who thrives on translating complexity into clear plans — especially in mission-critical, highly regulated environments. You understand the unique demands of Aerospace & Defense manufacturing, from compliance requirements to multi-stakeholder procurement cycles, and you're comfortable being the person who turns ambiguity into a workable playbook. You communicate as effectively with a defense prime's program office as you do with an internal engineering team, and you use AI tools instinctively to stay ahead of a fast-moving landscape.

What skills or experience do I need?

3-5+ years in Channel Sales, Business Development, GTM Strategy, or Partnerships, ideally touching Aerospace & Defense, government, or another highly regulated industry

Experience building go-to-market plans, partner-facing materials, or capture/proposal content in a technical or regulated domain

Working understanding of A&D compliance frameworks (ITAR, DFARS, CMMC, AS9100, NADCAP) or demonstrated ability to get up to speed quickly

Strong financial and analytical grounding. Comfortable building trackers, models, or budget materials that inform planning

Excellent written and executive-level communication skills; able to manage multiple stakeholders across complex organizational structures

Actively uses AI tools to research industry developments, draft partner-facing materials, and synthesize deal complexity into clear next steps

U.S. Citizenship required due to nature of work with defense customers

Nice to have

Existing relationships with A&D-focused system integrators, consultancies, or technology partners

Familiarity with Salesforce.com and sales tools (Outreach, ZoomInfo, LinkedIn Sales Navigator)

Military, government, or defense-adjacent professional background

Bachelor's degree in Engineering, Business, or related field

Key Responsibilities

Support the indirect sales process through Tulip's A&D ecosystem partners, including system integrators and VAR partners

Help develop Go-to-Market plans and joint value propositions with partners targeting aerospace and defense verticals

Build partner-facing enablement materials that translate A&D-specific requirements (compliance, security, data sovereignty) into clear guidance

Support account executives and partners during co-selling motions, including pipeline tracking and forecasting support

Assist in identifying and evaluating new partner candidates to fill gaps in the A&D ecosystem

Track A&D industry trends and digital transformation initiatives relevant to partner strategy

Collaborate with Sales, Marketing, Sales Engineering, Product, and Legal to support complex A&D deal cycles

Key Collaborators

Commercial team including Sales, Marketing, Pre-Sales, and Delivery

Product and Engineering teams

Working At Tulip

We're building a strong, diverse team that values hard work, families, and personal well-being. Benefits of working with us include:

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

We are an equal opportunity employer. At Tulip, we celebrate all. Qualified applicants will receive consideration for employment without regard to race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status. Help us build an inclusive community that will transform frontline operations.

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. The salary range for this position is $85,000 - $110,000 per year, and is eligible for on-target-earnings (OTE). Expected compensation ranges for this role may change over time.