Global Alliances Lead, Hyperscalers

Location: This position can work onsite or hybrid from one of our offices in the US or fully remote.
Travel: Domestic and International - travel to partner hubs and customer engagements expected
Job ID: 1880

The Role:

IonQ is seeking a Global Alliances Lead to build deep commercial relationships with selected hyperscalers, including AWS, Microsoft, Google Cloud and Oracle Cloud Infrastructure. The focus is a small set of committed partner teams, priority use cases and lighthouse customers, supported by global executive sponsorship and joint business plans. The role covers IonQ’s entire portfolio—compute, networking, security, sensing, space and merchant services—with focused pursuits selected to match each lighthouse partner’s capabilities and customer needs.

You will commercialize remote access to IonQ quantum computers through selected hyperscalers, with a focus on resale of quantum computing capacity and customer adoption of that capacity. Working with regional partner leads and Sales, you will jointly qualify quantum workloads, validate technical requirements and the appropriate cloud-service and marketplace buying paths, and co-sell early engagements. Build reference successes that demonstrate a repeatable path to paid quantum capacity usage across accounts and regions. Where partner fit and technical readiness support it, develop complementary opportunities for quantum hardware in data centers and joint quantum application and algorithm development, drawing on the broader portfolio as relevant to customer needs.

Responsibilities:

Focused Alliance Strategy

• Prioritize a few lighthouse hyperscaler relationships and specific industry teams and geographies based on customer fit for remote quantum computing access, committed executives, technical capacity and willingness to invest in joint pursuits. Deepen these relationships before expanding the portfolio.
• Own global joint plans with a limited set of lighthouse accounts, committed partner resources, commercial milestones and agreed measures of customer success.

Hands-On Co-Sell & Commercialization

• Personally work with hyperscaler sellers, specialists and IonQ teams to discover customer needs, qualify quantum computing needs, develop proposals for remote access to IonQ quantum computers and close initial capacity resale engagements. Shape related data-center hardware and application or algorithm development pursuits with the appropriate partner teams and IonQ specialists.
• Engage Field and Partner Engineering to validate project feasibility, access requirements, dependencies and adoption milestones. Partner Engineering evaluates integration needs; Field Engineering supports customer discovery, solution development and live quantum computing pursuits. Build seller confidence through joint execution and evidence from customer work.
• Validate the cloud-service, marketplace and private-offer routes for remote quantum capacity resale in each pursuit, including eligibility for applicable cloud commitments; negotiate pricing, capacity terms and commercial responsibilities with Legal and Finance.
• Teach by doing: jointly discover needs, qualify use cases, shape solutions, co-sell and deliver early engagements. Build reusable success stories and playbooks, then expand based on evidence of repeatability.

Global–Regional Opportunity Execution

• Own the named worldwide hyperscaler alliance and mobilize partner headquarters, global executive access, programs and specialist resources; regional leads develop local partner teams and opportunities, bring customer context and coordinate field execution in close alignment with regional sales leads.
• Develop regional account plans with regional partner leads — for example, Hyperscaler quantum capacity opportunities in Europe—and establish shared pursuit responsibilities, agreed customer outcomes, milestones and pipeline reviews.
• Address local barriers through global governance and bring regional customer lessons into global plans, partner priorities and technical roadmap discussions.

Lighthouse Evidence & Disciplined Scale

• Track qualified quantum capacity pipeline, commercial progress, paid usage and revenue. Maintain one shared opportunity record with distinct global and regional contributions.
• Capture approved quantum computing customer references, practical capacity buying guides and repeatable co-sell playbooks. Work with Programs and Marketing to turn lighthouse engagement lessons into reusable tools, and GTM approaches.
• Extend successful approaches to further accounts and regions after demonstrating technical viability, customer value and workable partner economics.

Requirements:

• 8+ years in hyperscaler alliances, including hands-on ownership of a major hyperscaler relationship. Working knowledge of hyperscaler field organizations, co-sell programs, marketplaces and commercial models, with evidence of turning corporate agreements into customer wins.
• A proven track record of developing focused, early-stage partnerships into scalable channels that deliver sustained revenue growth.
• Demonstrated commercial expertise in frontier technologies or an emerging technology category: translating uncertain capabilities, evolving roadmaps and customer needs into credible, staged adoption plans.
• A record of building a small number of deep partnerships and personally co-selling early customer engagements, from discovery and qualification through solution development, negotiation and close.
• Strong executive communication, commercial negotiation and cross-functional leadership; discipline in pipeline qualification, forecasting and investment prioritization.
• Experience converting early customer engagements into approved references, reusable solution patterns and repeatable partner sales motions.
• Ability to operate globally and travel; master’s degree or equivalent professional experience.

Preferred Qualifications:

• Quantum experience is an advantage, including quantum computing, networking and security, space or sensing. Relevant experience may include commercialization, partnerships, customer adoption or technical solution development.
• Experience with sovereign or regulated markets, public-sector procurement, or international trade compliance relevant to advanced technology.
• Ability to work closely with technical specialists, distinguish validated capabilities from future potential, and establish customer success criteria without overstating readiness.

Primary Measures of Success

• Qualified partner-sourced and partner-influenced pipeline, closed revenue, conversion and forecast accuracy, with documented attribution across global and regional teams.
• Lighthouse quantum computing engagement progress against agreed customer outcomes: qualified workloads, technical validation, remote access activation, initial paid capacity usage, commercial milestones and referenceability.
• Depth and productivity of selected partnerships: committed partner resources, active joint pursuits, time to first win and partner capability demonstrated in live engagements.
• Evidence of replication: customer-approved success stories, reusable playbooks, follow-on opportunities and repeat wins; additional partners activated only when delivery capacity and repeatability support expansion.

What Success Looks Like

Within the first year, you will have secured referenceable wins from a few carefully selected local and global lighthouse partners and jointly progressed qualified customer engagements toward successful technical and commercial outcomes. You will have established an effective global–regional pursuit cadence and documented the evidence, partner capability and playbooks needed to replicate success. Expansion will follow demonstrated readiness and results. Initial lighthouse wins should demonstrate a repeatable path to remote access, resale and paid usage of IonQ quantum computing capacity.

OTE for this role is expected to be $380K
The total compensation package includes base, bonus, equity, and a range of benefit options found on our career site.