Senior Sales Executive – Federal SIs & VARs
About the role
Location & Travel
Location: This position can work onsite or hybrid from one of our offices in the US or fully remote.
Travel: Up to 25%, domestic.
The Role
We are looking for a Senior Sales Executive Federal SIs & VAR 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, AFC