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Salary: USD 144,000 - 180,000 / annual
IonQ is a quantum computing and space technology company (NYSE: IONQ) seeking a Director of Channel Sales to build and scale the indirect route to market for its space portfolio. This includes Capella Data as a Service (DaaS), satellite systems, Skyloom optical communications terminals and crosslink solutions, and broader space solutions offerings.
You will own an annual channel-sourced and channel-influenced revenue quota spanning Capella DaaS subscriptions, tasking capacity, satellite systems, Skyloom optical communications products, and the wider space solutions portfolio. This is a builder's role for a leader who can stand up partner programs from early stage, run long-cycle capital and program-based pursuits through partners, and grow recurring data and capacity subscriptions simultaneously.
Key responsibilities include:
- Design and execute global channel strategy: partner segmentation and tiering, regional coverage models, and margin/discount/deal-registration frameworks
- Recruit, onboard, and develop a diverse partner ecosystem: resellers, distributors, value-added analytics providers, systems integrators, defense primes, and international in-country representatives
- Own joint business plans with strategic partners, including co-selling motions, joint pipeline generation, marketing development funds, and quarterly business reviews
- Build comprehensive partner enablement: sales and technical training, certification paths, demo and evaluation assets, and pricing tools
- Support partner-led and teamed pursuits including RFIs, RFPs, government solicitations, prime/subcontractor teaming, and international distribution structures within export-control requirements
- Forecast channel pipeline accurately in CRM and PRM, maintain pipeline hygiene, and manage channel conflict with direct sales
- Serve as the voice of the partner ecosystem to product, engineering, and mission solutions teams
- Represent IonQ at industry, defense, geospatial conferences, and partner events
- Travel up to 50% domestically and internationally
Requirements:
- 10+ years in enterprise sales with at least 4 years building or leading channel, partner, or indirect programs in geospatial data, earth observation, satellite communications, satellite systems, defense technology, or adjacent data/SaaS markets, with consistent record of exceeding quota
- Demonstrated success standing up a channel program in early or emerging market: recruiting partners, defining program economics, scaling partner-sourced revenue across recurring data subscriptions and large capital/program-based hardware
- Experience driving partner-led sales into U.S. government, defense, and intelligence customers as well as international markets, including familiarity with procurement vehicles, teaming arrangements, and export controls (ITAR/EAR)
- Command of structured sales methodology (MEDDICC, Challenger, or similar) plus deal-registration, margin governance, and CRM/PRM forecast rigor
- Ability to engage credibly with partner technical and mission stakeholders on remote sensing, SAR, optical communications and crosslinks, tasking, and data delivery workflows
- Bachelor's degree in business, engineering, or related field
- Willingness to travel up to 50%, including international travel
Preferred Qualifications:
- Direct experience building or managing a channel for SAR, optical imagery, or RF sensing data and analytics
- Background in satellite systems, optical communications terminals, ground segment, or space mission integration
- Experience in early market development or category creation for emerging technology, including partner-led go-to-market
- Active U.S. security clearance or eligibility to obtain one
- Established relationships across DoD, IC, allied international defense customers, and global space/geospatial partner ecosystem
