Channel and Alliances Sales Manager, Tulip Interfaces
+ equity
2-5 days a week in office (Somerville, MA)
Global operations management platform
Open for applications
Global operations management platform
201-500 employees
Open for applications
+ equity
2-5 days a week in office (Somerville, MA)
201-500 employees
Company mission
To democratize technology and empower those closest to operations to solve problems.
Role
Who you are
- You are a SaaS hunter and closer
- Think on your feet in difficult situations
- You are genuine, humble, and intellectually curious
- You want to contribute to our revolution and build something big
- You’re an entrepreneur at heart. You’re flexible and can thrive in environments that don’t have defined processes, and you’re excited to help build
- You have a heart for customers and partners, and you love to listen and learn from them
- You're not afraid to roll your sleeves and dig into big, complex projects
- You’re naturally curious and excited about learning how things are made
- You understand the value and the ups-and-downs of building something
- You have sold complex software solutions in a startup environment
- 3-5 years selling in a fast-paced environment, SaaS and/or manufacturing sales a plus
- Proven track record of quota attainment in an channel or alliances sales capacity
- Highly productive communication skills, with ability to manage multiple emails, phone calls, social media, and more each day
- Excellent written and oral communications skills
- A positive, can-do attitude is a key quality to succeed on the Tulip team
- Possess a strong background of achieving over 100%+ of your quota
- Familiarity with Salesforce.com; organize / report on all sales productivity on a consistent basis
- Ability to quickly learn Salesforce, Outreach, Zoominfo, Linkedin Sales Navigator
- Preferred - experience in managing partners and alliances
What the job involves
- Managing the entire indirect sales process through Tulip’s ecosystem partners, this include channel partners and strategic alliances
- Support the account executive and partners during the co-selling process from prospecting to close, including accurate pipeline forecasting
- Break into and navigate channel partners and develop continuing relationships with your contacts
- Enable partners to be independent and represent Tulip across all the commercial cycle (pipeline generation, discover, pre sales, delivery, customer success, support, expansion and renewals.)
- Articulate the value of our solution while defending its technical viability
- Have a passion for technology and speak fluently about current trends related to SaaS, PaaS, IoT, and cloud solutions
- Educate key players and garner mind-share around innovation
- Leverage and collaborate with internal/external resources as a team player; Sales, Customer Team, Sales Engineering, Marketing, Alliances, Operations, Finance, and Customer References, etc
- Understand customer needs and requirements
- The Commercial team including Sales, Marketing, Pre-sales and Delivery
Our take
Tulip’s frontline operations platform is a connected data and process management tool that lets manufacturers create their own visual and interactive apps that connect with machines, tools, sensors, people and the systems used in a production or logistics process in a physical location.
Tulip gives frontline engineers the ability to address their own shop floor needs, guiding workflows and adapting the apps as things change or improvements are made. Customers only pay for the stations they need, driving better cost efficiencies and the ability to start small and scale up. Its no-code platform and powerful integrations allow connection to new and legacy machinery as well as leveraging the Internet of Things. This has attracted partnerships with the likes of Microsoft and AWS.
Tulip wants to be a next generation leader in frontline operations that currently represents a $150B market opportunity. The company's next steps include further expansion into small and medium enterprise businesses in Europe, the Middle East, Africa and Asia as well as significantly increasing its head count to support growth as the low/no code platform marketplace is tipped to hit $45 billion by 2025.
Freddie
Company Specialist at Welcome to the Jungle
Insights
Company
Funding (last 2 of 4 rounds)
Aug 2021
$100m
SERIES C
Sep 2019
$39.5m
SERIES B
Total funding: $170.9m
Company benefits
- Have a direct impact on product and culture
- Flexible work and unlimited vacation policy, virtual company events and happy hours
- Commuter benefits, a work-from-home stipend, fitness subsidies
- Healthcare, Dental, Vision, Short-term Disability, Long-term Disability, Health Reimbursement Account (HRA)
- Parental Leave, 401K & Life Insurance
- Parents@Tulip, Hey Lady, Allies@Tulip and more
Company values
- Behind every product is a person - At Tulip, we’re using technology to empower the people who build our world. We created the first Frontline Operations Platform to empower those closest to their operations to bring digital transformation to their facilities
- Always be growing - We strive to foster an environment that celebrates growth mindset and where everyone can teach and learn from each other. We believe building a great team means supporting our employees in their professional and personal growth
- Get it done - Tulipians are highly motivated, passionate, and hard-working. To build extraordinary products as a team, we must deliver extraordinary results as individuals. This requires the courage to iterate openly, make mistakes, overcome challenges and drive towards solutions
Company HQ
Assembly Square, Somerville, MA
Articles
Leadership
Natan Linder
(CEO)They served in the IDF as a System Engineer for 3 years before working as a Software Engineer for 4 years. They worked at Samsung, Formlabs, MIT Media Lab, and RightHand Robotics before co-founding Tulip in September 2014.
Rony Kubat
(CTO)Having taken a Ph.D. in Computer Science at MIT, they started working at MIT Media Lab in 2012. They have served as CTO of Tulip since 2014, alongside being a Media Lab Research Affiliate.
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