Channel Sales Leader: Space Solutions (Remote)

IonQ, Inc.; College Park (MD); Remote; USD 144,000 - 180,000; Full time

Job summary

IonQ, Inc. is seeking a Channel Sales Leader to build and scale the indirect route to market for its space portfolio, including DaaS and satellite systems.

You will recruit, enable, and grow a global ecosystem of resellers, distributors, and partners, carrying a channel-sourced revenue number. You will stand up partner programs from early stages, drive long-cycle pursuits, and grow recurring data subscriptions while aligning with product and solutions teams.

Qualifications

• 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.
• Experience 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.

Responsibilities

• 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.

Skills

Enterprise sales

Channel program leadership

Geospatial data sales

Export controls (ITAR/EAR)

MEDDICC / Challenger

U.S. government/defense sales

Education

Bachelor's degree in business/engineering

Tools

CRM/PRM

Job description

IonQ, Inc. is seeking a Channel Sales Leader to build and scale the indirect route to market for its space portfolio, including DaaS and satellite systems.

You will recruit, enable, and grow a global ecosystem of resellers, distributors, and partners, carrying a channel-sourced revenue number. You will stand up partner programs from early stages, drive long-cycle pursuits, and grow recurring data subscriptions while aligning with product and solutions teams.