Channel Partner Manager

This role is located in Somerville, MA - We are a hybrid work environment and are in the office 3+ days/per week. Tulip brings modern technology and AI into manufacturing. Manufacturing accounts for almost 20% of the global economy and one in every seven workers on Earth, yet remains among the least digitized. More than a decade ago, we created the category to close that gap: AI-native software that puts cutting-edge tools directly in the hands of the people on the manufacturing front lines. Because we are human-centered and tech-obsessed, we are building a future of work where human ingenuity is amplified with the latest technology. In January 2026 we became one of Boston's few new AI unicorns, reaching a $1.3B valuation. We're growing double digits in revenue year over year. The world's best manufacturers run on Tulip - turning inventory 10x faster, releasing gene therapies in hours instead of weeks, and training master craftspeople to forge engagement rings 5x more rapidly. Headquartered in Somerville, MA with offices in Germany, Hungary, Singapore, Japan, and Israel, we've been consistently named a World Economic Forum Global Innovator, a Gartner leader, and one of Built In Boston's "Best Places to Work." We run the way we build: AI-forward, humanistic, and high ownership. We're looking for builders who are energized by complex problems, rapid cycles, and the unique opportunity to see their impact on a global scale. About the Role 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. About You • 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. • 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. • 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. • 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. What skills do I need? • 3-5+ years in Commercial Business Management, Channel Sales, Business Development, GTM Strategy, or Partnerships, ideally in B2B SaaS. • 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 • Excellent written and executive-level communication skills; able to manage multiple stakeholders across complex organizational structures • Actively uses AI tools to research industry developments, draft partner-facing materials, and synthesize deal complexity into clear next steps Nice to have • Familiarity with Salesforce.com and sales tools (Outreach, ZoomInfo, LinkedIn Sales Navigator) • Bachelor's degree in Engineering, Business, or related field Key Responsibilities • 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 Key Collaborators • Sales Team • Marketing Team • Pre-Sales Team • Delivery Team • Product and Engineering teams Working At Tulip We're building a strong, diverse team that values hard work, families, and personal well-being. Benefits of working with us include: • Direct impact on product and culture • Company equity • Competitive benefits package including Health, Dental, Vision, Short-term Disability, Long-term Disability, Life Insurance, AD&D Insurance, Flexible Spending Account (FSA), Commuter Benefits, Parental Leave, and 401(K) • Flexible work schedule and unlimited vacation policy • Learning & Development program • Virtual company events and happy hours • Fitness subsidies • An inclusive, dog-friendly office with diverse and inspiring colleagues We are an equal opportunity employer. At Tulip, we celebrate all. Qualified applicants will receive consideration for employment without regard to race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status. Help us build an inclusive community that will transform frontline operations. The compensation information displayed on each job posting reflects the range for new hire pay rates for the position across all US locations. Within the range posted, actual compensation will be determined depending on multiple factors including job-related knowledge & skills, experience, business needs, geographical location, market compensation data, and internal equity. Expected compensation ranges for this role may change over time. The salary range for this position is $85,000 - $110,000 per year, and is eligible for on-target-earnings (OTE). It is unlawful in Massachusetts to require or administer a lie detector test as a condition of employment or continued employment. An employer who violates this law shall be subject to criminal penalties and civil liability. Please note that we may use AI-based tools to support parts of our hiring process. 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