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

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Demonstrates expertise in channel strategy development, partner recruitment, and revenue generation within the geospatial and satellite communications sectors. Proven ability to engage with government and defense stakeholders while managing complex partner ecosystems and compliance requirements.

Highest-signal resume keywords

Channel Strategy DevelopmentPartner Recruitment and OnboardingSales Methodology Command (MEDDICC, Challenger)Experience with U.S. Government SalesActive U.S. Security Clearance

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Enterprise SalesChannel Program DevelopmentRevenue Quota ManagementDeal RegistrationMargin GovernanceCRM/PRM ForecastingRemote Sensing EngagementData Delivery WorkflowsExport Control Familiarity (ITAR/EAR)Program Economics Definition

Soft Skills

Relationship BuildingStrategic PlanningTeam LeadershipCommunication SkillsNegotiation Skills

Tools & Technologies

CRM SystemsPRM ToolsSales Training PlatformsMarket Development Funds ManagementPipeline Management Tools

Certifications & Qualifications

Bachelor’s Degree in Business, Engineering, or Related FieldActive U.S. Security Clearance (Preferred)

Industry Keywords

Geospatial DataEarth ObservationSatellite CommunicationsDefense TechnologySaaS MarketsDoD RelationshipsIntelligence Community EngagementInternational Defense CustomersSpace Solutions PortfolioOptical Communications

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 and market coverage, 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, joint 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 and subcontractor teaming strategies, and international distribution structures within export-control requirements
Forecast channel pipeline in CRM and PRM, maintain pipeline hygiene, and administer rules of engagement to manage channel conflict with direct sales
Represent the partner ecosystem to product, engineering, and mission solutions teams and represent IonQ at industry, defense, geospatial conferences, 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 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
Active U.S. security clearance, or eligibility to obtain one (preferred)
Established relationships across DoD, IC, allied international defense customers, and the global space and geospatial partner ecosystem (preferred)

Benefits

Comp & perks

Commission
Equity
Comprehensive medical plan
Dental plan
Vision plan
Matching 401(k)
Unlimited PTO
Paid holidays
Parental/adoption leave
Legal insurance
Home technology stipend