Senior Sales Executive – Federal SIs & VARs

Location: Washington, D.C. Metro Area (Hybrid)

Travel: Up to 25%

Job ID: 1802

The Role:

We are looking for a Director, Systems Integrators & Defense Industrial Base Partner Relationships to join our Federal Partnerships & Channel team. As Director, you’ll be part of a cross-functional team whose mission is to lead IonQ on its journey to deliver the world’s best quantum technology to solve the world’s most complex problems.

In this role, you will be responsible for managing relationships with Federal Systems Integrators (FSIs), Value Added Resellers (VARs) and Defense Industrial Base (DIB) partners to drive business development across national security and civilian programs. The ideal candidate is a natural relationship-builder and strategic thinker who thrives at the intersection of emerging technology and federal markets.

Responsibilities:

• Develop and own relationships with FSIs (e.g., ManTech, CACI, LEIDOS, Booz Allen Hamilton, SAIC, Peraton, L3Harris), VARs and DIB contractors, serving as the primary point of contact and strategic liaison.
• Develop and maintain account plans, joint partnership plans, business reviews, and co-sell strategies tied to federal program opportunities, ensuring alignment on roadmap, capability development, and go-to-market execution.
• Identify, qualify, and pursue new business opportunities within FSI and DIB partner ecosystems, with a focus on DoD, IC, and civilian agency programs; track partner pipeline and partner-influenced revenue against quarterly and annual targets.
• Collaborate with internal capture, proposal, and BD teams to position IonQ favorably on competitive procurements, RFPs, and task orders across IDIQ/GWAC vehicles and programs of record.
• Educate and advise FSI and DIB partners on IonQ’s quantum technology portfolio including quantum computing, quantum networking, and quantum sensing articulating technical value propositions in the context of a thorough understanding of agency missions.
• Work cross-functionally with Field Engineering, Product, Legal, and Finance teams to ensure IonQ’s solutions meet customer needs as well as regulatory and clearance requirements.
• Develop and operationalize partner enablement programs, training materials, and joint solution collateral.
• Represent IonQ at industry forums and conferences (e.g., AUSA, AFCEA, AWS re:Invent for Government) and provide regular pipeline and forecast reporting to senior leadership.

Requirements:

• 7+ years of experience in business development, strategic partnerships, or enterprise sales, with at least 5 years focused on the U.S. Federal Government market.
• Bachelor’s degree in Business, Engineering, Computer Science, Political Science, or a related field; advanced degree (MBA, MPA, or MS) preferred.
• Demonstrated track record managing complex relationships with one or more major Federal Systems Integrators or Defense Industrial Base primes, including proven ability to navigate large, matrixed organizations and influence senior decision-makers.
• Strong understanding of the federal acquisition lifecycle, including FAR/DFARS, IDIQ/GWAC vehicles, and program of record structures.
• Active U.S. Government security clearance at the Secret level or higher (TS/SCI eligibility preferred).
• Must be a U.S. Citizen
• Exceptional written and verbal communication skills, with experience presenting to C-suite and government SES/Flag Officer audiences.

Preferred Qualifications:

• Advanced degree (MBA, MPA, MS, or equivalent) in a relevant discipline.
• Familiarity with quantum computing, quantum networking, or quantum sensing technologies, or a demonstrated ability to rapidly develop technical fluency in an emerging technology domain.
• Knowledge of relevant quantum policy and standards frameworks, including NIST Post-Quantum Cryptography (PQC) standards, NSM-10, and the National Quantum Initiative.
• Prior experience in defense, intelligence community, or national laboratory environments (civilian or uniformed service), with existing relationships within the DoD acquisition community, service branches, or Combatant Commands.
• Experience structuring and negotiating teaming agreements, subcontracting arrangements, or Other Transaction Authority (OTA) agreements.
• Active TS/SCI clearance with full scope polygraph.

The total compensation package includes OTE and a restricted stock unit grant. OTE for this role is $450,000.