Partner Manager

• 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

Benefits

• Impactful Work: Have a direct impact on product and culture
• Work/Life Balance: Flexible work and unlimited vacation policy, virtual company events and happy hours
• Additional Perks: Commuter benefits, a work-from-home stipend, fitness subsidies
• Competitive Benefits: Healthcare, Dental, Vision, Short-term Disability, Long-term Disability, Health Reimbursement Account (HRA)
• Family-Friendly Policies: Parental Leave, 401K & Life Insurance
• Employee-Led Communities: Parents@Tulip, Hey Lady, Allies@Tulip and more- You’re a builder who thrives on translating complexity into clear plans — especially in mission-critical, highly regulated environments
• 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
• Actively uses AI tools to research industry developments, draft partner-facing materials, and synthesize deal complexity into clear next steps
• 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
• U.S. Citizenship required due to nature of work with defense customers
• 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
• 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
• 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