Director, Channel – Space Solutions

This is a fully remote position, open to applicants in United States.

📋 Description

• Take ownership of an annual revenue target derived from channel-sourced and channel-influenced Capella DaaS subscriptions, tasking capacity, satellite systems, Skyloom optical communications products, and the broader space solutions portfolio.

• Develop and implement a global channel strategy, encompassing partner segmentation and tiering, regional and market coverage, as well as margin, discount, and deal-registration frameworks.

• Recruit, onboard, and nurture resellers, distributors, value-added analytics and application providers, systems integrators, defense primes, and international in-country representatives.

• Manage joint business plans with strategic partners, which include co-selling initiatives, joint pipeline generation, marketing development funds, quarterly business reviews, and accountability for targets.

• Establish comprehensive partner enablement processes, incorporating sales and technical training, certification pathways, demo and evaluation resources, and pricing tools.

• Assist in partner-led and collaborative pursuits, including RFIs, RFPs, government solicitations, prime and subcontractor teaming strategies, and international distribution frameworks compliant with export-control regulations.

• Project channel pipeline in CRM and PRM, ensure pipeline hygiene, and enforce rules of engagement to mitigate channel conflict with direct sales.

• Act as the representative of the partner ecosystem to product, engineering, and mission solutions teams, and represent IonQ at industry, defense, geospatial conferences, and partner events.

⛳️ Requirements

• Over 10 years of experience in enterprise sales.

• Minimum of 4 years in building or leading channel, partner, or indirect programs within geospatial data, earth observation, satellite communications, satellite systems, defense technology, or related data/SaaS markets.

• Proven track record of consistently exceeding sales quotas.

• Demonstrated ability to establish a channel program in an early or emerging market.

• Experience in recruiting partners, defining program economics, and scaling partner-sourced revenue across recurring data subscriptions and significant capital or program-based hardware.

• Background in driving partner-led sales to U.S. government, defense, and intelligence customers, as well as international markets.

• Familiarity with procurement vehicles, teaming arrangements, and export controls (ITAR/EAR).

• Proficiency in a structured sales methodology (e.g., MEDDICC, Challenger, or similar).

• Experience managing deal registration, margin governance, and maintaining rigor in CRM/PRM forecasting.

• Capability to engage with partner technical and mission stakeholders regarding remote sensing, SAR, optical communications and crosslinks, tasking, and data delivery workflows.

• Bachelor's degree in business, engineering, or a related discipline.

• Willingness to travel up to 50%, including international trips.

• Active U.S. security clearance, or eligibility to obtain one (preferred).

• Established relationships within the DoD, IC, allied international defense customers, and the global space and geospatial partner ecosystem (preferred).

🏝️ Benefits

• Commission

• Equity

• Comprehensive medical plan

• Dental plan

• Vision plan

• Matching 401(k)

• Unlimited PTO

• Paid holidays

• Parental/adoption leave

• Legal insurance

• Home technology stipend