Director, Channel - Space Solutions

Physics World Jobs; Oregon; Hybrid; USD 144,000 - 180,000; Full time

Benefits offered by this job

Medical, dental, vision plans

401(k) matching

Unlimited PTO and holidays

Parental/adoption leave

Legal insurance

Home technology stipend

Job summary

IonQ is hiring a Channel Sales Leader to build and scale the indirect route to market for its space portfolio, including Capella DaaS and satellite systems. You will recruit and grow a global partner ecosystem, drive channel-sourced revenue, and manage long-cycle opportunities with primes, resellers, and integrators.

You will lead joint business plans, enable partners with training and tools, and interface with product and mission teams to align roadmaps.

Qualifications

• 10+ years in enterprise sales with at least 4 years building or leading channel programs.
• Proven track record standing up a channel program in early or emerging markets.
• Experience driving partner-led sales into US government, defense and international customers.
• Familiar with procurement vehicles, teaming arrangements, and export controls (ITAR/EAR).
• Structured sales methodology (MEDDICC, Challenger) plus deal-registration and CRM/PRM forecast.
• Ability to engage partner stakeholders on remote sensing, SAR, optical communications and data delivery workflows.
• Willingness to travel up to 50%, including international travel.

Responsibilities

• Own an annual channel-sourced and channel-influenced revenue quota across Capella DaaS, satellites, and space solutions.
• Design and execute the global channel strategy: segmentation, coverage, margins and deal registrations.
• Recruit, onboard, and develop partners including resellers, distributors, and integrators.
• Own joint business plans with strategic partners and drive co-selling motions and KPI reviews.
• Build partner enablement: training, certifications, demos, pricing tools with solutions engineering.
• Support partner-led pursuits: RFIs, RFPs, and government solicitations and teaming strategies.
• Forecast pipeline in CRM/PRM and manage channel conflict with direct sales.
• Represent IonQ with the partner ecosystem at industry and defense events.

Skills

Enterprise sales

Channel programs

US government defense sales

MEDDICC/Challenger

Export controls ITAR/EAR

CRM/PRM forecasting

Geospatial/satellite domain

Education

Bachelor's degree in business or engineering

Job description

About IonQ:

IonQ, Inc . [NYSE: IONQ] is the world's leading quantum platform and merchant supplier - delivering integrated quantum solutions across computing, networking, sensing, and security. IonQ's newest generation of quantum computers, the IonQ Tempo, is the latest in a line of cutting-edge systems that have been helping customers and partners including Amazon Web Services, and AstraZeneca achieve 20x performance results and accelerate innovation in drug discovery, materials science, financial modeling, logistics, cybersecurity, and defense. In 2025, the company achieved 99.99% two-qubit gate fidelity, setting a world record in quantum computing performance.

Headquartered in College Park, Maryland, IonQ has operations in California, Colorado, Massachusetts, Tennessee, Washington, Italy, South Korea, Sweden, Switzerland, Canada, and the United Kingdom. Our quantum computing services are available through all major cloud providers, while we also meet the needs of networking and sensing customers across land, sea, air, and space. IonQ is making quantum platforms more accessible and impactful than ever before.

IonQ is making quantum platforms more accessible and impactful than ever before.

Location:

Remote, U.S.

Travel:

Up to 50%, domestic and international.

Job ID:

1904

The Role:

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.

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.

Requirements

• 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.

Preferred Qualifications

• Direct experience building or managing a channel for SAR, optical imagery, or RF sensing data and analytics.
• Background in satellite systems, optical communications terminals, ground segment, or space mission integration.
• Experience in early market development or category creation for an emerging technology, including partner-led go-to-market.
• Active U.S. security clearance, or eligibility to obtain one.
• Established relationships across DoD, IC, allied international defense customers, and the global space and geospatial partner ecosystem.

The total compensation package includes base, bonus, equity, and a range of benefit options found on our career site.

If this role has a commission structure, the compensation range below just reflects the base compensation range.

Wage Transparency:

$144,000 - $180,000 USD

Compensation will vary based on individual factors such as education, qualifications, and experience of the final candidate(s), specific office location, and calibration against relevant market data and internal team equity. Posted base salary figures are subject to change as new market data becomes available. Our benefits include comprehensive medical, dental, and vision plans, matching 401(k), unlimited PTO and paid holidays, parental/adoption leave, legal insurance, and a home technology stipend. Details of participation in these benefit plans will be provided when a candidate receives an offer of employment.

• comprehensive medical, dental, and vision plans
• matching 401(k)
• unlimited PTO and paid holidays
• parental/adoption leave
• legal insurance
• home technology stipend

At IonQ, we believe in fair treatment, access, opportunity, and advancement for all while striving to identify and eliminate barriers. We empower employees to thrive by fostering a culture of autonomy, productivity, and respect. We are dedicated to creating an environment where individuals can feel welcomed, respected, supported, and valued.

We are committed to equity and justice. We welcome different voices and viewpoints and do not discriminate on the basis of race, religion, ancestry, physical and/or mental disability, medical condition, genetic information, marital status, sex, gender, gender identity, gender expression, transgender status, age, sexual orientation, military or veteran status, or any other basis protected by law. We are proud to be an Equal Employment Opportunity employer.

US Technical Jobs. The position you are applying for will require access to technology that is subject to U.S. export control and government contract restrictions. Employment with IonQ is contingent on either verifying "U.S. Person" (e.g., U.S. citizen, U.S. national, U.S. permanent resident, or lawfully admitted into the U.S. as a refugee or granted asylum) status for export controls and government contracts work, obtaining any necessary license, and/or confirming the availability of a license exception under U.S. export controls. Please note that in the absence of confirming you are a U.S. Person for export control and government contracts work purposes, IonQ may choose not to apply for a license or decline to use a license exception (if available) for you to access export-controlled technology that may require authorization, and similarly, you may not qualify for government contracts work that requires U.S. Persons, and IonQ may decline to proceed with your application on those bases alone. Accordingly, we will have some additional questions regarding your immigration status that will be used for export control and compliance purposes, and the answers will be reviewed by compliance personnel to ensure compliance with federal law.

US Non-Technical Jobs. Due to applicable export control laws and regulations, candidates must be a U.S. citizen or national, U.S. permanent resident (i.e., current Green Card holder), or lawfully admitted into the U.S. as a refugee or granted asylum. Accordingly, we will have some additional questions regarding your immigration status that will be used for export control and compliance purposes, and the answers will be reviewed by compliance personnel to ensure compliance with federal law.