Strategic Alliance Partner Manager - US
Tulip, the Frontline Operations Platform, is empowering the world’s leading manufacturers to improve the productivity of their teams, the quality of their output, and the efficiency of their operations. With Tulip’s no-code platform, manufacturers can empower those closest to operations to digitally transform their facilities and gain real-time visibility into the people, machines and processes involved in production--all in a matter of days.
Manufacturers of all sizes, across industries including consumer electronics, aerospace and defense, contract manufacturing, automotive, apparel, medical devices and more, have implemented Tulip’s intuitive platform to solve some of the most pressing challenges in manufacturing: error-proofing processes with guided workflows, integrating industrial IoT (IIoT) technologies with legacy factory machines, and capturing and analyzing real-time production floor data.
A spinoff out of MIT, the company is headquartered in Somerville, MA, with offices in the UK and Germany. It has been recognized as a MES Challenger on the Gartner Magic Quadrant, Frost and Sullivan Entrepreneurial Company of the year and a World Economic Forum Technology Pioneer. You can learn more and get started for free at Tulip.co.
This role will serve as the primary point of contact for Tulip’s relationships with strategic alliance partners and OEMs. The goal of this position is to drive further adoption of the Tulip platform with existing and new alliance partners as well as driving towards OEMs that will embed Tulip or resell Tulip as part of an extension to their portfolio of product and services offerings.
The Alliance position is responsible for creating and managing multiple alliances at different stages in their life cycle including the formation of new alliances and growing and managing existing alliances. In carrying out this responsibility the Alliance position will work closely with the existing commercial organization at Tulip. This person is responsible for leading all strategic activities at assigned alliances. The Alliance position is also responsible for tracking and reporting all direct and indirect financial impact of each strategic relationship or alliance. The Alliance position is expected to have the ability to work effectively in a complex commercial team environment. The Alliance position will be responsible for working with Tulip and the partners to safeguard company Intellectual property assets and develop contracts governing all activity. This role is an individual contributor role initially, but could evolve into a manager position as we grow the Alliances and OEMs.
Principal Responsibilities
PLANNING/COORDINATION
The job environment is a challenging opportunity that has in-depth aspects of strategic selling and business development in a single position. This Alliance position will be involved with Strategic Relationships and Alliances. The Alliance position will execute the following tasks:
- Manage and grow assigned existing alliances and strategic relationships
- Find, develop, and cultivate new relationships and appropriate accompanying commercial and technical programs
- Create joint business plans and technical roadmaps with approved funding from the appropriate businesses and partner
- Create and execute plans jointly with partners, business groups and the commercial organization
- Be a “Leader” with sales and business units in preparing and implementing commercial strategies with partners to achieve marketing and sales goals.
- Develop efficient and highly effective communication strategies with the commercial organization globally on partnering developments.
- Measure effectiveness of alliance programs by reporting joint selling activities and other appropriate economic value metrics.
- Coordinate joint marketing and sales activities and programs with alliance partner
- Create and manage joint target account selling by appropriate market segments
Commercial Skills
- The ability to assess markets and opportunities and build long term strategies to accelerate growth
- The ability to sell complex global customer projects where team selling is necessary with multiple sales locations, Partners or Alliances and Systems Integrators.
- Strong knowledge and ability to perform key steps in complex selling and business development cycles. In depth understanding of markets and channels globally
- Create and deliver presentations to diverse audiences from technical to business management to senior management within Tulip and Partners.
Basic Qualification
- BS in Engineering/Business or equivalent
- Legal authorization to work in the US is required.
Preferred Qualifications
- Minimum of 5 years experience in the industrial automation, information and software marketplace including experience selling SaaS solutions
- Background in sales or product management is a necessary part of this position.
- Demonstrated track record of successful revenue contribution and sales experience through indirect and direct channels of enterprise information technology including software (SaaS), hardware, and services.
- Understanding and prior experience working with Microsoft and AWS as a partner manager along with an existing network of contacts is highly desired.
- Good understanding of technical, business operations and legal implications required