Director, Channel – Space Solutions
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Job Description
Channel sales leader scaling IonQ’s partner ecosystem for space data, satellite systems, and optical communications. Driving global indirect revenue through resellers, integrators, defense primes, and government pursuits.
Responsibilities:
- Own an annual channel-sourced and channel-influenced revenue quota across Capella DaaS subscriptions and tasking capacity, satellite systems, Skyloom optical communications products, and the wider space solutions portfolio
- Design and execute the global channel strategy, including partner segmentation and tiering, regional and market coverage, and margin, discount, and deal-registration frameworks
- Recruit, onboard, and develop resellers, distributors, value-added analytics and application 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, quarterly business reviews, and target accountability
- Build end-to-end partner enablement, including 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 and subcontractor teaming strategies, and international distribution structures within export-control requirements
- Forecast channel pipeline in CRM and PRM, maintain pipeline hygiene, and administer rules of engagement to manage channel conflict with direct sales
- Represent the partner ecosystem to product, engineering, and mission solutions teams and represent IonQ at industry, defense, geospatial conferences, and partner events
Requirements:
- 10+ years in enterprise sales
- 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
- Consistent record of exceeding quota
- Demonstrated success standing up a channel program in an early or emerging market
- Experience recruiting partners, defining program economics, and scaling partner-sourced revenue across recurring data subscriptions and large capital or program-based hardware
- Experience driving partner-led sales into U.S. government, defense, and intelligence customers and international markets
- Familiarity with procurement vehicles, teaming arrangements, and export controls (ITAR/EAR)
- Command of a structured sales methodology (MEDDICC, Challenger, or similar)
- Experience with deal registration, margin governance, and CRM/PRM forecast rigor
- Ability to engage 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
- Active U.S. security clearance, or eligibility to obtain one (preferred)
- Established relationships across DoD, IC, allied international defense customers, and the global space and geospatial partner ecosystem (preferred)
Benefits:
- Commission
- Equity
- Comprehensive medical plan
- Dental plan
- Vision plan
- Matching 401(k)
- Unlimited PTO
- Paid holidays
- Parental/adoption leave
- Legal insurance
- Home technology stipend
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