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Salary: USD 144,000 - 180,000 / annual
IonQ, a publicly traded quantum computing and space solutions company (NYSE: IONQ), is 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) and satellite systems, Skyloom optical communications terminals and crosslink solutions, and broader space solutions offerings.
In this builder's role, you will recruit, enable, and grow a global ecosystem of resellers, distributors, value-added analytics providers, systems integrators, defense primes, and in-country partners. You will own an annual channel-sourced and channel-influenced revenue quota spanning Capella DaaS subscriptions and tasking capacity, satellite systems, Skyloom optical communications products, and the wider space solutions portfolio.
Key responsibilities include:
- Designing and executing global channel strategy: partner segmentation and tiering, regional and market coverage models, and margin/discount/deal-registration frameworks
- Recruiting, onboarding, and developing partners across resellers, distributors, value-added analytics providers, systems integrators, defense primes, and international representatives
- Owning 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 and evaluation assets, and pricing tools in partnership with solutions engineering and product marketing
- Supporting partner-led and teamed pursuits including RFIs, RFPs, government solicitations, prime and subcontractor teaming strategies, and international distribution structures within export-control requirements
- Forecasting channel pipeline accurately in CRM and PRM, maintaining disciplined pipeline hygiene, and administering clear rules of engagement to manage channel conflict with direct sales
- Serving as the voice of the partner ecosystem to product, engineering, and mission solutions teams, and representing IonQ at industry, defense, and geospatial conferences
Travel up to 50%, including domestic and international.
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
