Global Alliances Lead, Hyperscalers

🔥 12 hours ago

🇺🇸 United States – Remote

💵 $182.4k - $262.2k / year

⏰ Full Time

🟠 Senior

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IonQ

WebsiteLinkedInAll Job Openings

201 - 500 employees

Founded 2015

🤖 Artificial Intelligence

🔌 API

🏢 Enterprise

Artificial Intelligence • API • Enterprise

IonQ is a company specializing in quantum computing, providing a quantum cloud platform that allows users to access and utilize quantum processors. They offer extensive documentation and resources for developers to learn and implement quantum computing solutions using their SDKs and APIs, integrating with platforms like Qiskit, Cirq, and TensorFlow. IonQ also offers integrations with cloud services such as Amazon Braket, enabling hybrid cloud quantum computing. Their platform includes tools for managing jobs, organizations, and projects, as well as simulators that support noise models and up to 29 qubits. IonQ is dedicated to advancing quantum computing technology and provides community support through channels like Slack.

📋 Description

• Build deep commercial relationships with selected hyperscalers, including AWS, Microsoft, Google Cloud, and Oracle Cloud Infrastructure • Commercialize remote access to IonQ quantum computers through hyperscalers, focusing on resale of quantum computing capacity and customer adoption • Jointly qualify quantum workloads, validate technical requirements and cloud-service or marketplace buying paths, and co-sell early engagements • Build reference successes demonstrating repeatable paid quantum-capacity usage across accounts and regions • Develop complementary opportunities for quantum hardware in data centers and joint quantum application and algorithm development • Prioritize lighthouse hyperscaler relationships, industry teams, and geographies • Own global joint plans, commercial milestones, and customer-success measures • Work with hyperscaler sellers, specialists, IonQ teams, Field Engineering, and Partner Engineering on discovery, proposals, feasibility, solution development, and customer pursuits • Validate cloud-service, marketplace, and private-offer routes; negotiate pricing, capacity terms, and commercial responsibilities with Legal and Finance • Mobilize partner headquarters, executives, programs, and specialist resources globally • Develop regional account plans and coordinate global-regional pursuit execution • Track qualified pipeline, commercial progress, paid usage, revenue, attribution, and forecast accuracy • Create customer references, capacity-buying guides, co-sell playbooks, and reusable GTM tools • Expand successful approaches to additional accounts and regions after demonstrating viability, value, and repeatability

🎯 Requirements

• 8+ years in hyperscaler alliances • Hands-on ownership of a major hyperscaler relationship • Working knowledge of hyperscaler field organizations, co-sell programs, marketplaces, and commercial models • Proven track record developing early-stage partnerships into scalable channels delivering sustained revenue growth • Commercial expertise in frontier technologies or an emerging technology category • Experience translating uncertain capabilities, evolving roadmaps, and customer needs into staged adoption plans • Experience building deep partnerships and personally co-selling early customer engagements from discovery through close • Strong executive communication, commercial negotiation, and cross-functional leadership • Pipeline qualification, forecasting, and investment prioritization experience • 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: quantum experience, including quantum computing, networking, security, space, or sensing • Preferred: experience with sovereign or regulated markets, public-sector procurement, or international trade compliance • Ability to work closely with technical specialists and establish customer success criteria without overstating readiness • U.S. work authorization/status meeting applicable export-control requirements: U.S. citizen or national, U.S. permanent resident, or lawfully admitted refugee/asylee

🏖️ Benefits

• Comprehensive medical, dental, and vision plans • Matching 401(k) • Unlimited PTO • Paid holidays • Parental/adoption leave • Legal insurance • Home technology stipend • Bonus • Equity