Hybrid A&D Channel Partnerships Lead (SaaS)

Tulip Interfaces; Somerville (MA); Hybrid; USD 120,000 - 160,000; Full time

Benefits offered by this job

Company equity

Health benefits

Unlimited vacation

Dog-friendly office

Job summary

Tulip is seeking a high-impact Channel Sales leader to drive indirect revenue with aerospace and defense ecosystem partners in a hybrid Somerville, MA role. You’ll design joint value propositions and co-sell with defense primes, Tier 1/2 suppliers, and MROs while aligning with Tulip’s AI-native, no-code platform for frontline operations.

You’ll build GTM plans, manage complex stakeholder relationships, and influence solution integrators and partners to accelerate growth in regulated environments.

Qualifications

• 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

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, Pre-Sales, Delivery, Product, Legal, and Customer teams to navigate complex A&D procurement cycles

Skills

Channel Sales

A&D industry

Quota attainment

Stakeholder management

SaaS sales

Salesforce

Education

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

Tools

Salesforce.com

Outreach

ZoomInfo

LinkedIn Sales Navigator

Job description

Tulip is seeking a high-impact Channel Sales leader to drive indirect revenue with aerospace and defense ecosystem partners in a hybrid Somerville, MA role. You’ll design joint value propositions and co-sell with defense primes, Tier 1/2 suppliers, and MROs while aligning with Tulip’s AI-native, no-code platform for frontline operations.

You’ll build GTM plans, manage complex stakeholder relationships, and influence solution integrators and partners to accelerate growth in regulated environments.