Director, Channel - Space Solutions
NewInactive
I
IonQSpace solutions
Remote, U.S.Full-TimeDirector
This job is no longer active. We keep the page for reference, but the employer may not accept new applications.
Salary$144,000 — $180,000 USD
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
- 10+ years in enterprise sales, including at least 4 years building or leading channel, partner, or indirect programs.
- Relevant experience in geospatial data, earth observation, satellite communications, satellite systems, defense technology, or adjacent data/SaaS markets.
- Consistent record of exceeding quota.
- Experience establishing a channel program in an early or emerging market, recruiting partners, defining program economics, and scaling partner-sourced revenue.
- Experience selling recurring data subscriptions and large capital or program-based hardware through partners.
- Experience driving partner-led sales to 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 such as MEDDICC or Challenger, and experience with deal registration, margin governance, and CRM/PRM forecasting.
- 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 internationally.
- Preferred: direct channel experience with SAR, optical imagery, or RF sensing data and analytics; satellite systems, optical communications terminals, ground segment, or space mission integration.
Responsibilities
- Own an annual channel-sourced and channel-influenced revenue quota across the space solutions portfolio.
- Design and execute global channel strategy, including partner segmentation, coverage models, 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.
- Develop 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 pursuits, including RFIs, RFPs, government solicitations, 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.
- Represent partner ecosystem needs to product, engineering, and mission solutions teams and at industry, defense, geospatial, and partner events.