Global Alliances Lead (Hyperscalers)

Join IonQ, a leader in quantum computing, as the Global Alliances Lead. In this role, you will build deep commercial relationships with selected hyperscalers, including AWS, Microsoft, Google Cloud, and Oracle Cloud Infrastructure. You will focus on a small set of committed partner teams, priority use cases, and lighthouse customers, supported by global executive sponsorship and joint business plans. Your responsibilities will include commercializing remote access to IonQ quantum computers, qualifying quantum workloads, and developing complementary opportunities for quantum hardware and joint application development. You will also own global joint plans with a limited set of lighthouse accounts and engage with hyperscaler sellers and IonQ teams to discover customer needs and close initial capacity resale engagements.

• Establish and deepen commercial relationships with selected hyperscalers, focusing on a small set of committed partner teams and priority use cases.
• Commercialize remote access to IonQ quantum computers through selected hyperscalers, with a focus on resale of quantum computing capacity and customer adoption.
• Work with regional partner leads and Sales to jointly qualify quantum workloads, validate technical requirements, and co-sell early engagements.

• Strong executive communication, commercial negotiation and cross-functional leadership; discipline in pipeline qualification, forecasting and investment prioritization
• A proven track record of developing focused, early-stage partnerships into scalable channels that deliver sustained revenue growth
• 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
• Ability to operate globally and travel; master’s degree or equivalent professional experience
• Experience converting early customer engagements into approved references, reusable solution patterns and repeatable partner sales motions
• 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
• Demonstrated commercial expertise in frontier technologies or an emerging technology category: translating uncertain capabilities, evolving roadmaps and customer needs into credible, staged adoption plans
• 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