Director, Channel - Space Solutions
New
I
IonQSpace solutions
Remote, U.S.Full-TimeDirector
Salary144,000 - 180,000 USD per year
Apply NowOpens the employer's application page
Job Details
- Experience
- 10+ years in enterprise sales with at least 4 years building or leading channel, partner, or indirect programs
- Required Skills
- CRM
Requirements
- Have 10+ years in enterprise sales and at least 4 years building or leading channel, partner, or indirect programs.
- Bring experience in geospatial data, earth observation, satellite communications, satellite systems, defense technology, or adjacent data/SaaS markets, with a consistent record of exceeding quota.
- Demonstrate success establishing a channel program in an early or emerging market, including partner recruitment, program economics, and partner-sourced revenue growth across recurring subscriptions and capital or program-based hardware.
- Have experience driving partner-led sales to U.S. government, defense, and intelligence customers and international markets, including procurement vehicles, teaming arrangements, and ITAR/EAR export controls.
- Command a structured sales methodology such as MEDDICC or Challenger, along with deal registration, margin governance, and CRM/PRM forecasting.
- Engage credibly with partner technical and mission stakeholders on remote sensing, SAR, optical communications and crosslinks, tasking, and data delivery workflows.
- Hold a bachelor's degree in business, engineering, or a related field.
- Be willing to travel up to 50%, including internationally.
- Preferred: Direct experience building or managing a channel for SAR, optical imagery, or RF sensing data and analytics.
- Preferred: Background in satellite systems, optical communications terminals, ground segment, or space mission integration.
- Preferred: Experience in early market development or category creation for emerging technology, including partner-led go-to-market.
- Preferred: Active U.S. security clearance or eligibility to obtain one, and established relationships across DoD, IC, allied international defense customers, and the global space and geospatial partner ecosystem.
Responsibilities
- Own the 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 global channel strategy, including partner segmentation, tiering, regional coverage, and margin, discount, and deal-registration frameworks.
- Recruit, onboard, and develop resellers, distributors, analytics and application providers, systems integrators, defense primes, and international in-country representatives.
- Own joint business plans with strategic partners, including co-selling, pipeline generation, marketing development funds, quarterly business reviews, and target accountability.
- Build partner sales and technical training, certification paths, demo and evaluation assets, and pricing tools with solutions engineering and product marketing.
- Support partner-led and teamed RFIs, RFPs, government solicitations, prime and subcontractor 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 partner ecosystem needs to product, engineering, and mission solutions teams, and represent IonQ at industry, defense, geospatial conferences, and partner events.
View Full Description & ApplyYou'll be redirected to the employer's site
