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IonQ is the world's leading quantum computing platform and merchant supplier, delivering integrated quantum solutions across computing, networking, sensing, and security. The company has achieved 99.99% two-qubit gate fidelity and set world records in quantum computing performance. IonQ's quantum services are available through major cloud providers and serve customers including Amazon Web Services and AstraZeneca.
You will develop a small number of carefully selected lighthouse channel and reseller partners across EMEA, building deep relationships with local resellers, distributors, systems integrators, and telecommunications partners. The role covers IonQ's entire portfolio: compute, networking, security, sensing, space, and merchant services, with focused pursuits matched to each partner's capabilities and customer needs.
Key responsibilities include:
• Prioritize markets and select lighthouse partners based on customer access, executive commitment, technical capacity, and willingness to invest in joint pursuits. Build deep partner-level plans with named customers, committed resources, and first-win milestones.
• Originate and progress quantum opportunities with local hyperscaler teams and advisory practices in partnership with global alliance leads and regional sales leads. Co-sell quantum computing deployments, application and algorithm development, and quantum-safe cybersecurity with consulting firms and systems integrators. Drive remote quantum computing capacity resale with hyperscalers.
• Personally work alongside partners through discovery, qualification, use case selection, proposals, negotiation, and close. Develop partner skills through live quantum customer engagements. Engage Field Engineering, Partner Engineering, and Platform Sales Specialists to define feasible customer outcomes.
• Own a disciplined regional partner forecast, tracking each quantum opportunity in a shared record with distinct local and global contributions. Build customer-approved quantum success stories and capture practical sales, delivery, and commercial lessons.
• Support local procurement and complex sovereign or regulated market pursuits with appropriate internal specialists. Teach by doing: jointly discover needs, qualify use cases, shape solutions, and co-sell early engagements.
The role operates in a matrixed structure, reporting directly to the SVP, Global Partner Ecosystem (Partnerships), with close alignment to regional sales leads on priorities, account plans, opportunity execution, and commercial outcomes. Regional and international travel is required.
Success is measured through qualified partner-sourced and partner-influenced pipeline, closed revenue, conversion and forecast accuracy, lighthouse quantum engagement progress, depth and productivity of selected partnerships, and evidence of replication through customer-approved success stories and reusable playbooks.
REQUIREMENTS:
• 8+ years in regional channel sales or strategic partner management with a record of productive reseller, systems integrator, distributor, or telco relationships
• Strong regional market knowledge and ability to activate local teams of global partners; experience jointly managing opportunities with global alliance owners and direct sales
• Relevant regional languages and relationships in priority markets across EMEA
• Proven track record of developing focused, early-stage partnerships into scalable channels that deliver sustained revenue growth
• Demonstrated commercial expertise in frontier technologies or emerging technology categories: 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 through close
• Experience converting early customer engagements into approved references, reusable solution patterns, and repeatable partner sales motions
• Cross-cultural communication skills, strong executive communication, commercial negotiation, and cross-functional leadership
• Discipline in pipeline qualification, forecasting, and investment prioritization
• Ability to travel regionally and internationally
• Master's degree or equivalent professional experience
ADVANTAGES:
• Quantum experience (quantum computing, networking, security, space, or sensing)
• Experience in commercialization, partnerships, customer adoption, or technical solution development
• Experience with sovereign or regulated markets, public sector procurement, or international trade compliance for advanced technology
• Ability to work closely with technical specialists, distinguish validated capabilities from future potential, and establish customer success criteria without overstating readiness
