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 Healt…