Global Alliances Lead, Hyperscalers

The role

The Global Alliances Lead will build commercial relationships with hyperscalers to commercialize remote access to IonQ quantum computers. You will work with partner teams to qualify workloads, co-sell engagements, and develop repeatable paths to paid quantum capacity usage.

What you will do

• Prioritize lighthouse hyperscaler relationships and specific industry teams
• Own global joint plans with a limited set of lighthouse accounts
• Work with hyperscaler sellers to discover customer needs and close capacity resale engagements
• Engage Field and Partner Engineering to validate project feasibility
• Validate cloud-service, marketplace and private-offer routes for remote quantum capacity resale
• Negotiate pricing, capacity terms and commercial responsibilities with Legal and Finance
• Develop regional account plans with regional partner leads
• Track qualified quantum capacity pipeline, commercial progress, paid usage and revenue
• Capture customer references, buying guides and repeatable co-sell playbooks
• Extend successful approaches to further accounts and regions

Required qualifications

• 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
• Proven track record of developing focused, early-stage partnerships into scalable channels
• Demonstrated commercial expertise in frontier technologies or an emerging technology category
• Record of building a small number of deep partnerships and personally co-selling early customer engagements
• 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 and repeatable partner sales motions
• Ability to operate globally and travel
• Master’s degree or equivalent professional experience

Nice to have

• Quantum experience, including quantum computing, networking and security, space or sensing
• 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

Benefits

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

Before you apply

• Employment is contingent on verifying U.S. Person status for export controls and government contracts work
• May require obtaining a necessary license or confirming a license exception under U.S. export controls

About the company

IonQ, Inc. is the world’s leading quantum platform and merchant supplier, delivering integrated quantum solutions across computing, networking, sensing, and security.