Partner Manager, Aerospace and Defense
Manages indirect sales through Aerospace & Defense ecosystem partners, develops GTM plans, supports co-selling, and recruits new partners. Requires 5-8+ years in channel sales/partnerships with deep A&D expertise, quota attainment, and US citizenship.
About the job
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
What skills do I need?
- 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
Skills
Salesforce, Outreach, ZoomInfo, LinkedIn Sales Navigator, Itar, Dfars, Cmmc, As9100, Nadcap, FedRAMP, Mes, ERP, Plm, Iiot, SaaS
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