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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. The space solutions include Capella Data as a Service (DaaS) and satellite systems, Skyloom optical communications terminals and crosslink solutions, and broader space offerings.
In this builder's role, you will own the end-to-end channel strategy and execution for a global partner ecosystem spanning resellers, distributors, value-added analytics providers, systems integrators, defense primes, and in-country partners. You will carry a channel-sourced revenue quota and be accountable for both recurring data and capacity subscriptions as well as large capital and program-based hardware sales.
Key responsibilities include:
- Owning annual channel-sourced and channel-influenced revenue quota across Capella DaaS subscriptions, satellite systems, Skyloom products, and the wider space solutions portfolio
- Designing and executing global channel strategy: partner segmentation, regional coverage models, margin and discount frameworks, and deal-registration governance
- Recruiting, onboarding, and developing a diverse partner base including resellers, distributors, systems integrators, defense primes, and international representatives
- Developing joint business plans with strategic partners, including co-selling motions, joint pipeline generation, marketing development funds, and quarterly business reviews
- Building comprehensive partner enablement: sales and technical training, certification paths, demo assets, and pricing tools in partnership with solutions engineering and product marketing
- Supporting partner-led and teamed pursuits including RFIs, RFPs, government solicitations, and prime/subcontractor teaming strategies within export-control requirements
- Maintaining accurate channel pipeline forecasting in CRM and PRM, managing pipeline hygiene, and administering clear rules of engagement with the direct sales team
- Serving as the voice of the partner ecosystem to product, engineering, and mission solutions teams; representing IonQ at industry, defense, and geospatial conferences
Travel up to 50% (domestic and international) is required.
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 a consistent record of exceeding quota
- Demonstrated success standing up a channel program in an early or emerging market — recruiting partners, defining program economics, and scaling partner-sourced revenue across both recurring data subscriptions and large capital or 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 a 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 a 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 an 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 the global space and geospatial partner ecosystem
