Global Alliances Lead, Hyperscalers

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

📋 Description

• Establish robust commercial relationships with key hyperscalers, including AWS, Microsoft, Google Cloud, and Oracle Cloud Infrastructure.

• Monetize remote access to IonQ quantum computers via hyperscalers, concentrating on the resale of quantum computing capacity and fostering customer adoption.

• Collaboratively assess quantum workloads, confirm technical specifications and cloud-service or marketplace purchasing paths, and co-sell initial engagements.

• Develop reference success stories that showcase consistent paid quantum-capacity usage across different accounts and regions.

• Identify complementary opportunities for quantum hardware in data centers, as well as joint development of quantum applications and algorithms.

• Focus on key hyperscaler partnerships, industry teams, and targeted geographies.

• Manage global joint strategy, commercial milestones, and metrics for customer success.

• Collaborate with hyperscaler sales teams, specialists, IonQ teams, Field Engineering, and Partner Engineering on discovery, proposals, feasibility assessments, solution development, and customer engagement pursuits.

• Verify cloud-service, marketplace, and private-offer pathways; negotiate pricing, capacity agreements, and commercial responsibilities in collaboration with Legal and Finance.

• Activate partner headquarters, executives, programs, and specialist resources on a global scale.

• Formulate regional account strategies and oversee global-regional pursuit execution.

• Monitor qualified pipeline, commercial advancements, paid usage, revenue, attribution, and accuracy of forecasts.

• Develop customer references, capacity purchasing guides, co-sell playbooks, and reusable go-to-market tools.

• Scale successful strategies to additional accounts and regions after establishing viability, value, and replicability.

⛳️ Requirements

• Minimum of 8 years of experience in hyperscaler alliances.

• Direct ownership of a significant hyperscaler relationship.

• Familiarity with hyperscaler field organizations, co-sell initiatives, marketplaces, and commercial models.

• Demonstrated success in transforming early-stage partnerships into scalable channels that generate sustained revenue growth.

• Commercial acumen in frontier technologies or emerging technology sectors.

• Ability to translate ambiguous capabilities, evolving roadmaps, and customer requirements into structured adoption strategies.

• Experience in building deep partnerships and personally co-selling initial customer engagements from discovery to closure.

• Exceptional executive communication, commercial negotiation, and cross-functional leadership skills.

• Experience in pipeline qualification, forecasting, and prioritizing investments.

• Proven ability to convert early customer engagements into validated references, reusable solution frameworks, and consistent partner sales motions.

• Willingness to operate globally and travel as needed.

• Master’s degree or equivalent professional experience required.

• Preferred: experience in quantum technologies, including quantum computing, networking, security, space, or sensing.

• Preferred: background in sovereign or regulated markets, public-sector procurement, or compliance with international trade regulations.

• Capability to collaborate closely with technical experts and define customer success criteria without exaggerating readiness.

• U.S. work authorization/status compliant with applicable export-control requirements: U.S. citizen or national, U.S. permanent resident, or lawfully admitted refugee/asylee.

🏝️ Benefits

• Comprehensive medical, dental, and vision insurance plans.

• Matching 401(k) program.

• Unlimited paid time off (PTO).

• Paid holidays.

• Parental and adoption leave.

• Legal insurance coverage.

• Technology stipend for home office needs.

• Performance-based bonuses.

• Equity opportunities.