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Salary: USD 182,400 - 262,200 / annual
IonQ is seeking a Global Alliances Lead to build deep commercial relationships with hyperscalers including AWS, Microsoft, Google Cloud, and Oracle Cloud Infrastructure. This role focuses on a small set of committed partner teams, priority use cases, and lighthouse customers, supported by global executive sponsorship and joint business plans. You will commercialize remote access to IonQ quantum computers through selected hyperscalers, with a focus on resale of quantum computing capacity and customer adoption.
Key responsibilities include:
**Focused Alliance Strategy**: Prioritize a few lighthouse hyperscaler relationships and specific industry teams and geographies based on customer fit for remote quantum computing access. Own global joint plans with a limited set of lighthouse accounts, committed partner resources, commercial milestones and agreed measures of customer success.
**Hands-On Co-Sell & Commercialization**: Personally work with hyperscaler sellers, specialists and IonQ teams to discover customer needs, qualify quantum computing needs, develop proposals for remote access to IonQ quantum computers and close initial capacity resale engagements. Engage Field and Partner Engineering to validate project feasibility. Validate cloud-service, marketplace and private-offer routes for remote quantum capacity resale, including eligibility for applicable cloud commitments; negotiate pricing, capacity terms and commercial responsibilities with Legal and Finance. Build reusable success stories and playbooks, then expand based on evidence of repeatability.
**Global–Regional Opportunity Execution**: Own the named worldwide hyperscaler alliance and mobilize partner headquarters, global executive access, programs and specialist resources. Develop regional account plans with regional partner leads and establish shared pursuit responsibilities, agreed customer outcomes, milestones and pipeline reviews. Address local barriers through global governance and bring regional customer lessons into global plans.
**Lighthouse Evidence & Disciplined Scale**: Track qualified quantum capacity pipeline, commercial progress, paid usage and revenue. Capture approved quantum computing customer references, practical capacity buying guides and repeatable co-sell playbooks. Extend successful approaches to further accounts and regions after demonstrating technical viability, customer value and workable partner economics.
Within the first year, you will have secured referenceable wins from a few carefully selected local and global lighthouse partners and jointly progressed qualified customer engagements toward successful technical and commercial outcomes. You will have established an effective global–regional pursuit cadence and documented the evidence, partner capability and playbooks needed to replicate success.
**Requirements**:
- 8+ years in hyperscaler alliances, including hands-on ownership of a major hyperscaler relationship
- Working knowledge of hyperscaler field organizations, co-sell programs, marketplaces and commercial models, with evidence of turning corporate agreements into customer wins
- Proven track record of developing focused, early-stage partnerships into scalable channels that deliver sustained revenue growth
- Demonstrated commercial expertise in frontier technologies or an emerging technology category: translating uncertain capabilities, evolving roadmaps and customer needs into credible, staged adoption plans
- Record of building a small number of deep partnerships and personally co-selling early customer engagements, from discovery and qualification through solution development, negotiation and close
- Strong executive communication, commercial negotiation and cross-functional leadership; discipline in pipeline qualification, forecasting and investment prioritization
- Experience converting early customer engagements into approved references, reusable solution patterns and repeatable partner sales motions
- Ability to operate globally and travel; master's degree or equivalent professional experience
**Preferred Qualifications**:
- Quantum experience, including quantum computing, networking and security, space or sensing. Relevant experience may include commercialization, partnerships, customer adoption or technical solution development
- Experience with sovereign or regulated markets, public-sector procurement, or international trade compliance relevant to advanced technology
- Ability to work closely with technical specialists, distinguish validated capabilities from future potential, and establish customer success criteria without overstating readiness
