Partner Lead

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

📋 Description

• Identify and develop a select group of key lighthouse channel and reseller partners throughout the Americas.

• Cultivate relationships with resellers, distributors, systems integrators, and telecommunications partners.

• Promote IonQ’s portfolio, which includes compute, networking, security, sensing, space, and merchant services.

• Drive quantum opportunities with global partners in the region, such as hyperscalers and consulting firms.

• Collaborate with local partner teams, assess customers, and engage in co-selling initiatives for early engagements.

• Prioritize markets and lighthouse partners by evaluating customer access, executive commitment, technical capacity, procurement capability, and investment willingness.

• Develop partner plans with designated customers, allocated resources, and initial success milestones.

• Initiate and advance quantum opportunities with local hyperscaler teams and advisory practices.

• Coordinate regional pursuits within shared account plans and conduct pursuit and pipeline reviews.

• Leverage global sponsorship, specialized resources, and commercial frameworks for local opportunities.

• Collaborate with partners through discovery, qualification, use-case selection, proposals, negotiation, and closing processes.

• Work in conjunction with Field Engineering, Partner Engineering, and Platform Sales Specialists.

• Assist local procurement and navigate complex sovereign or regulated-market pursuits.

• Create reusable success stories and playbooks.

• Maintain a disciplined regional partner forecast and monitor opportunities with both local and global contributions.

• Collaborate with Programs and Marketing to convert lighthouse insights into reusable tools and go-to-market strategies.

• Replicate successful strategies and selectively onboard partners based on evidence and support capacity.

• Achieve referenceable wins, qualified customer engagements, technical and commercial results, and establish repeatable partner motions within the first year.

⛳️ Requirements

• Over 8 years of experience in regional channel sales or strategic partner management.

• Proven relationships with productive resellers, systems integrators, distributors, or telecommunications partners.

• Strong understanding of the regional market and the ability to activate local teams of global partners.

• Experience in jointly managing opportunities with global alliance owners and direct sales teams.

• Proficiency in relevant regional languages and established relationships in key markets: US and Latin America; Europe and MENA; or APJ, including Korea, Japan, and Singapore.

• Demonstrated success in developing targeted, early-stage partnerships into scalable channels that deliver ongoing revenue growth.

• Commercial expertise in frontier or emerging technologies.

• Experience in translating uncertain capabilities, evolving roadmaps, and customer requirements into phased adoption strategies.

• A history of building strong partnerships and personally co-selling initial customer engagements through discovery, qualification, solution development, negotiation, and closing.

• Experience in converting early engagements into approved references, reusable solution patterns, and established partner sales motions.

• Skills in cross-cultural communication, executive communication, commercial negotiation, and cross-functional leadership.

• Discipline in pipeline qualification, forecasting, and investment prioritization.

• Willingness to travel both regionally and internationally.

• A Master’s degree or equivalent professional experience.

• Preferred qualifications include experience in quantum, sovereign or regulated-market sectors, public-sector procurement, or international trade compliance.

🏝️ Benefits

• Comprehensive medical, dental, and vision insurance plans.

• Matching 401(k) contributions.

• Unlimited paid time off (PTO).

• Paid holidays.

• Parental and adoption leave.

• Legal insurance.

• Home technology stipend.

• Bonus opportunities.

• Equity options.