Global Alliances Lead, Hyperscalers
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Job Description
Global alliances lead commercializing IonQ quantum computing through AWS, Microsoft, Google Cloud, and Oracle. Building lighthouse partnerships, resale channels, customer adoption, and repeatable paid usage.
Responsibilities:
- Build deep commercial relationships with selected hyperscalers, including AWS, Microsoft, Google Cloud, and Oracle Cloud Infrastructure
- Commercialize remote access to IonQ quantum computers through hyperscalers, focusing on resale of quantum computing capacity and customer adoption
- Jointly qualify quantum workloads, validate technical requirements and cloud-service or marketplace buying paths, and co-sell early engagements
- Build reference successes demonstrating repeatable paid quantum-capacity usage across accounts and regions
- Develop complementary opportunities for quantum hardware in data centers and joint quantum application and algorithm development
- Prioritize lighthouse hyperscaler relationships, industry teams, and geographies
- Own global joint plans, commercial milestones, and customer-success measures
- Work with hyperscaler sellers, specialists, IonQ teams, Field Engineering, and Partner Engineering on discovery, proposals, feasibility, solution development, and customer pursuits
- Validate cloud-service, marketplace, and private-offer routes; negotiate pricing, capacity terms, and commercial responsibilities with Legal and Finance
- Mobilize partner headquarters, executives, programs, and specialist resources globally
- Develop regional account plans and coordinate global-regional pursuit execution
- Track qualified pipeline, commercial progress, paid usage, revenue, attribution, and forecast accuracy
- Create customer references, capacity-buying guides, co-sell playbooks, and reusable GTM tools
- Expand successful approaches to additional accounts and regions after demonstrating viability, value, and repeatability
Requirements:
- 8+ years in hyperscaler alliances
- Hands-on ownership of a major hyperscaler relationship
- Working knowledge of hyperscaler field organizations, co-sell programs, marketplaces, and commercial models
- Proven track record developing early-stage partnerships into scalable channels delivering sustained revenue growth
- Commercial expertise in frontier technologies or an emerging technology category
- Experience translating uncertain capabilities, evolving roadmaps, and customer needs into staged adoption plans
- Experience building deep partnerships and personally co-selling early customer engagements from discovery through close
- Strong executive communication, commercial negotiation, and cross-functional leadership
- Pipeline qualification, forecasting, and investment prioritization experience
- 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: quantum experience, including quantum computing, networking, security, space, or sensing
- Preferred: experience with sovereign or regulated markets, public-sector procurement, or international trade compliance
- Ability to work closely with technical specialists and establish customer success criteria without overstating readiness
- U.S. work authorization/status meeting applicable export-control requirements: U.S. citizen or national, U.S. permanent resident, or lawfully admitted refugee/asylee
Benefits:
- Comprehensive medical, dental, and vision plans
- Matching 401(k)
- Unlimited PTO
- Paid holidays
- Parental/adoption leave
- Legal insurance
- Home technology stipend
- Bonus
- Equity
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