Director, Channel - Space Solutions

Location: Remote, U.S. Travel: Up to 50%, domestic and international. Job ID: 1904

IonQ is hiring a Channel Sales Leader to build and scale the indirect route to market for its space portfolio including Capella Data as a Service (DaaS) and satellite systems, Skyloom optical communications terminals and crosslink solutions, and the broader space solutions offering. You will recruit, enable, and grow a global ecosystem of resellers, distributors, value-added analytics providers, systems integrators, primes, and in-country partners, and carry a channel-sourced revenue number. This is a builder's role for a leader who can stand up partner programs from early stage, run long-cycle capital and program-based pursuits through partners, and grow recurring data and capacity subscriptions at the same time.

• 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.
• Design and execute the global channel strategy: partner segmentation and tiering, coverage model by region and market, and the margin, discount, and deal-registration framework that governs it.
• Recruit, onboard, and develop partners — resellers, distributors, value-added analytics and application providers, systems integrators, defense primes, and international in-country representatives.
• Own joint business plans with each strategic partner: co-selling motions, joint pipeline generation, marketing development funds, quarterly business reviews, and accountability to committed targets.
• Build partner enablement end to end — sales and technical training, certification paths, demo and evaluation assets, and pricing tools — in partnership with solutions engineering and product marketing.
• Support partner-led and teamed pursuits: RFIs, RFPs, and government solicitations, prime and subcontractor teaming strategies, and international distribution structures within export-control requirements.
• Forecast channel pipeline accurately in CRM and PRM, maintain disciplined pipeline hygiene, and administer clear rules of engagement to manage channel conflict with the direct sales team.
• Serve as the voice of the partner ecosystem to product, engineering, and mission solutions teams, and represent IonQ at industry, defense, and geospatial conferences and partner events.
• 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.

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