Partner Manager, Aerospace and Defense

About You:

You are a SaaS hunter with a proven track record of exceeding quota and deep expertise in the Aerospace & Defense industry. You understand the unique challenges of A&D manufacturing, from stringent compliance requirements to complex supply chain dynamics, and can speak credibly with defense primes, Tier 1 suppliers, and MRO organizations alike.

You're entrepreneurial, comfortable building the playbook while executing it, and thrive in mission-critical environments where precision, traceability, and security are paramount. You can present to C-suite executives at major defense contractors as effectively as you can collaborate with solutions architects on technical integrations.

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

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)