Channel Partner Manager

• The Partnerships team is how Tulip will scale, a key engine behind our growth goals, and the only team that works with customers across the entire journey, from marketing and presales through adoption and expansion
• You’ll work with hyperscalers, integrators, and HW/SW technology vendors, gaining an expansive view into the challenges customers face and the opportunity to turn those insights into new Tulip-based solutions
• You’ll shape joint go-to-market strategies, equip partners to sell/implement Tulip effectively, and co-sell alongside our sales team, while spotting new partners and industry trends that steer where our ecosystem and product go next
• Our mandate is to make partners a primary driver of Tulip’s next phase of growth, and you’ll be central to making that happen
• Support the indirect sales process through Tulip’s partner ecosystem, including system integrators, VAR partners, and industry specific partners (manufacturing verticals preferred)
• Help develop Go to Market plans and joint value propositions with partners, tailoring messaging to the verticals and use cases they serve (preferably including regulated industries such as aerospace and defense)
• Build partner facing enablement materials that translate technical, industry, and compliance requirements into clear, actionable guidance for partners and their customers
• 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 across the partner ecosystem
• Track industry trends and digital transformation initiatives relevant to partner strategy

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 build trust easily across sales, partners, and executive stakeholders alike, communicating with the same clarity whether you’re in front of a customer, a channel partner, or an internal engineering team, and you use AI tools instinctively to stay ahead of a fast moving landscape
• You’re an entrepreneurial builder who thrives on turning complexity into clear, actionable plans, and you’re energized by the pace and ownership that comes with a fast growing company
• Experience in regulated industries such as aerospace and defense, life sciences, or industrial manufacturing is a plus, since these environments come with their own compliance and procurement nuances that take time to learn
• You have real depth in SaaS and technology, and you’re genuinely excited about how modern software is reshaping the way factories and supply chains operate
• Experience building go-to-market plans, partner-facing materials, capture/proposal content, project management, and/or complex stakeholder management in a technical/regulated domain
• Experience building trusted relationships with system integrators, consultancies, or technology partners
• 3-5+ years in Commercial Business Management, Channel Sales, Business Development, GTM Strategy, or Partnerships, ideally in B2B SaaS
• Actively uses AI tools to research industry developments, draft partner-facing materials, and synthesize deal complexity into clear next steps
• Excellent written and executive-level communication skills; able to manage multiple stakeholders across complex organizational structures
• Familiarity with Salesforce.com and sales tools (Outreach, ZoomInfo, LinkedIn Sales Navigator)
• Bachelor’s degree in Engineering, Business, or related field