Global Alliances Lead, Hyperscalers

We need to output HTML fragment with sections: About the role? Actually the posting includes "About IonQ" and "Location", "Travel", "Job ID", "The Role", "Responsibilities", "Requirements", "Preferred Qualifications", "Primary Measures of Success", "What Success Looks Like", "OTE for this role is expected to be $380K", "The total compensation package includes base, bonus, equity, and a range of benefit options...", "Wage Transparency: $182,400—$262,200 USD", "Our benefits include comprehensive medical...", etc. We need to use

for section headings (e.g. About the role, Responsibilities, Requirements, Qualifications, Skills, Benefits, Pay, Schedule). Use

• for any list of duties/requirements/benefits, and

  for prose. Do NOT repeat the job title as a heading (the page already shows it) and do NOT put Job ID / requisition numbers as headings — fold minor metadata into a short

  or drop it. We need to preserve ALL substantive information; do NOT invent or summarize away detail. Remove cookie/navigation/legal/EEO/equal-opportunity/scam-warning boilerplate, duplicated lines, and application instructions. Important: include a section ONLY when the posting has real, specific content for it — never emit a heading followed by filler/placeholder text (e.g. "commensurate with experience", "not specified", "N/A", "varies", "TBD") and never create Pay/Schedule/Benefits sections unless the posting actually states them. Prefer a few substantive sections over many thin ones. We need to output ONLY the HTML fragment — no /, no markdown code fences. Thus we need to decide which sections to include. We have content about IonQ (company description). Could be "About IonQ" but the instruction says use headings like About the role, Responsibilities, Requirements, Qualifications, Skills, Benefits, Pay, Schedule. It doesn't forbid other headings? It says use

  for section headings (e.g. About the role, Responsibilities, Requirements, Qualifications, Skills, Benefits, Pay, Schedule). So we can use those headings; we could also use other headings if needed? Probably stick to those. We have "The Role" description; could be "About the role". Use

  About the role

  and then paragraphs. We have "Responsibilities" section; use

  Responsibilities

  with
  • for each bullet. We have "Requirements" section; use

    Requirements

    with
    • . We have "Preferred Qualifications" maybe under "Qualifications". Could combine with Requirements? The instruction says use headings like Qualifications. So we could have

      Qualifications

      and include both Requirements and Preferred Qualifications? But they said "Prefer a few substantive sections over many thin ones." Might combine Requirements and Preferred Qualifications into one Qualifications section. We have "Primary Measures of Success" maybe could be under "Skills"? Not exactly. Could be "Qualifications" again? Might be better to have a separate section "Success Measures"? But instruction only gave examples; not strict. However they said "use

      for section headings (e.g. About the role, Responsibilities, Requirements, Qualifications, Skills, Benefits, Pay, Schedule)." That suggests we should limit to those headings. But we could also add other headings if needed? The phrase "e.g." indicates examples, not exclusive. However they also say "Prefer a few substantive sections over many thin ones." So we should try to keep sections few. We have compensation info: OTE $380K, wage transparency range $182,400—$262,200 USD, benefits description. So we can have

      Pay

      with paragraph(s) about OTE and base salary range. Also

      Benefits

      with list of benefits. We have location and travel info: "Location: This position can work onsite or hybrid from one of our offices in the US or fully remote. Travel: Domestic and International - travel to partner hubs and customer engagements expected". This could be part of About the role or maybe a separate section? Could be included in About the role paragraph. We have "Job ID: 1880" minor metadata; we can fold into a short

      or drop. Probably drop. We need to remove boilerplate: EEO, equal opportunity, legal, etc. Also remove "US Technical Jobs", "US Non-Technical Jobs", etc. Also remove the long equal opportunity statement. We need to preserve all substantive information: company description, role description, responsibilities, requirements, preferred qualifications, primary measures of success, what success looks like, compensation, benefits, location/travel. We need to avoid filler like "commensurate with experience" etc. Not present. We need to output only HTML fragment. Let's structure:

      About the role

      IonQ, Inc. [NYSE: IONQ] is the world's leading quantum platform and merchant supplier - delivering integrated quantum solutions across computing, networking, sensing, and security. IonQ's newest generation of quantum computers, the IonQ Tempo, is the latest in a line of cutting-edge systems that have been helping customers and partners including Amazon Web Services, and AstraZeneca achieve 20x performance results and accelerate innovation in drug discovery, materials science, financial modeling, logistics, cybersecurity, and defense. In 2025, the company achieved 99.99% two-qubit gate fidelity, setting a world record in quantum computing performance. Headquartered in College Park, Maryland, IonQ has operations in California, Colorado, Massachusetts, Tennessee, Washington, Italy, South Korea, Sweden, Switzerland, Canada, and the United Kingdom. Our quantum computing services are available through all major cloud providers, while we also meet the needs of networking and sensing customers across land, sea, air, and space. IonQ is making quantum platforms more accessible and impactful than ever before.

      Location: This position can work onsite or hybrid from one of our offices in the US or fully remote. Travel: Domestic and International - travel to partner hubs and customer engagements expected.

      Then Responsibilities:

      Responsibilities

      • Focused Alliance Strategy: Prioritize a few lighthouse hyperscaler relationships and specific industry teams and geographies based on customer fit for remote quantum computing access, committed executives, technical capacity and willingness to invest in joint pursuits. Deepen these relationships before expanding the portfolio.
      • Own global joint plans with a limited set of lighthouse accounts, committed partner resources, commercial milestones and agreed measures of customer success.
      • Hands‑On Co‑Sell & Commercialization: Personally work with hyperscaler sellers, specialists and IonQ teams to discover customer needs, qualify quantum computing needs, develop proposals for remote access to IonQ quantum computers and close initial capacity resale engagements. Shape related data‑center hardware and application or algorithm development pursuits with the appropriate partner teams and IonQ specialists. Engage Field and Partner Engineering to validate project feasibility, access requirements, dependencies and adoption milestones. Partner Engineering evaluates integration needs; Field Engineering supports customer discovery, solution development and live quantum computing pursuits. Build seller confidence through joint execution and evidence from customer work. Validate the cloud‑service, marketplace and private‑offer routes for remote quantum capacity resale in each pursuit, including eligibility for applicable cloud commitments; negotiate pricing, capacity terms and commercial responsibilities with Legal and Finance. Teach by doing: jointly discover needs, qualify use cases, shape solutions, co‑sell and deliver early engagements. Build reusable success stories and playbooks, then expand based on evidence of repeatability.
      • Global–Regional Opportunity Execution: Own the named worldwide hyperscaler alliance and mobilize partner headquarters, global executive access, programs and specialist resources; regional leads develop local partner teams and opportunities, bring customer context and coordinate field execution in close alignment with regional sales leads. Develop regional account plans with regional partner leads — for example, Hyperscaler quantum capacity opportunities in Europe — and establish shared pursuit responsibilities, agreed customer outcomes, milestones and pipeline reviews. Address local barriers through global governance and bring regional customer lessons into global plans, partner priorities and technical roadmap discussions.
      • Lighthouse Evidence & Disciplined Scale: Track qualified quantum capacity pipeline, commercial progress, paid usage and revenue. Maintain one shared opportunity record with distinct global and regional contributions. Capture approved quantum computing customer references, practical capacity buying guides and repeatable co‑sell playbooks. Work with Programs and Marketing to turn lighthouse engagement lessons into reusable tools, and GTM approaches. Extend successful approaches to further accounts and regions after demonstrating technical viability, customer value and workable partner economics.
      Then Qualifications (combining Requirements and Preferred Qualifications):

      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, with evidence of turning corporate agreements into customer wins.
      • A proven track record of developing focused, early‑stage partnerships into scalable channels that deliver sustained revenue growth.
      • Demonstrated commercial expertise in frontier technologies or an emerging technology category: translating uncertain capabilities, evolving roadmaps and customer needs into credible, staged adoption plans.
      • 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.
      • 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, reusable solution patterns and repeatable partner sales motions.
      • Ability to operate globally and travel; master's degree or equivalent professional experience.
      • Preferred: 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.
      • Preferred: Experience with sovereign or regulated markets, public‑sector procurement, or international trade compliance relevant to advanced technology.
      • Preferred: Ability to work closely with technical specialists, distinguish validated capabilities from future potential, and establish customer success criteria without overstating readiness.
      Then Success Measures (maybe under "Skills"? but we can use "Qualifications" again? Might be better to have a separate section "Success Measures" but not in examples. However we could incorporate into Qualifications? Might be thin. Could create a section "Success Measures" as

      Success Measures

      but not in examples. The instruction says use h3 for section headings (e.g. About the role, Responsibilities, Requirements, Qualifications, Skills, Benefits, Pay, Schedule). It doesn't forbid other headings, but they gave examples. Safer to stick to those. Could we map "Primary Measures of Success" and "What Success Looks Like" into a "Skills" section? Not really. Could we put them under "Qualifications"? They are about success metrics, not qualifications. Could we create a section "Skills"? Not exactly. Could we create a section "Benefits"? Already have. Could we create a section "Pay"? Already have. Could we create a section "Schedule"? Not present. Maybe we can combine "Primary Measures of Success" and "What Success Looks Like" into a section called "Success Measures" but not in examples; risk of being considered filler? However they said "include a section ONLY when the posting has real, specific content for it". This content is real and specific. So we should include it. The heading can be something like "Success Measures". The instruction didn't forbid other headings; they just gave examples