Director, Channel – Space Solutions

IonQ

. 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 .

Posted 9/30/2026full-timeRemote • United StatesLead💰 $144,000 - $180,000 per yearWebsite

Core Competencies

Role fit

Core Competencies

Use this summary to align your resume positioning with the role.

Demonstrates expertise in channel strategy development and execution, partner recruitment and enablement, and managing complex sales processes within the defense and geospatial sectors. Proven ability to drive revenue growth through strategic partnerships and effective sales methodologies.

Highest-signal resume keywords

Channel Strategy DevelopmentPartner Recruitment and EnablementSales Methodology (MEDDICC, Challenger)Geospatial Data and Satellite CommunicationsExport Control Compliance (ITAR/EAR)

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Enterprise SalesChannel Program DevelopmentRevenue Quota ManagementDeal-Registration FrameworksPipeline ForecastingSales Training and CertificationRFI and RFP ManagementMargin GovernanceData Subscription SalesPartner-Sourced Revenue Scaling

Soft Skills

Stakeholder EngagementTeam CollaborationStrategic PlanningNegotiation SkillsCommunication Skills

Tools & Technologies

CRM SystemsPRM ToolsSales Forecasting ToolsData Analytics PlatformsPartner Management Software

Industry Keywords

Geospatial DataEarth ObservationSatellite CommunicationsDefense TechnologyRemote SensingOptical CommunicationsInternational MarketsProcurement VehiclesTeaming ArrangementsGovernment Sales

Tech Stack

Tools & technologies

Remote Sensing

About the role

Key responsibilities & impact

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 coverage models, 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, 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/subcontractor teaming strategies, and international distribution structures within export-control requirements
Forecast channel pipeline in CRM and PRM, maintain pipeline hygiene, and manage channel conflict with the direct sales team
Represent the partner ecosystem to product, engineering, and mission solutions teams and at industry, defense, geospatial, and partner events

Requirements

What you’ll need

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 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
For US non-technical jobs, must be a U.S. citizen or national, U.S. permanent resident, or lawfully admitted into the U.S. as a refugee or granted asylum

Benefits

Comp & perks

Bonus
Equity
Comprehensive medical, dental, and vision plans
Matching 401(k)
Unlimited PTO
Paid holidays
Parental/adoption leave
Legal insurance
Home technology stipend