Quandela is a leading global player in photonic quantum computing, pioneering the development and commercialization of scalable quantum hardware and software solutions. Through its flagship quantum processing unit MosaiQ, Quandela enables HPC centers, cloud providers, enterprises, and research institutions to unlock practical quantum advantage.
To accelerate market adoption and scale globally, Quandela is building a structured, high-impact ecosystem through the Quandela Partner Network (QPN). The Partner Development Manager plays a central role in recruiting, activating, and scaling this ecosystem across multiple partner segments and priority regions.
You are responsible for the end-to-end lifecycle of Quandela partners, from recruitment to long-term performance and growth.
Reporting directly to the Chief Growth Officer (CGO), this role goes beyond partner onboarding to focus on engagement, enablement, joint go-to-market execution, and revenue impact.
The ideal candidate combines a strong engineering or scientific background with proven experience in Business Development, partnerships, or go-to-market roles, enabling them to credibly engage both technical and commercial stakeholders across the quantum ecosystem.
You own partner strategy across different partner segments, act as the internal champion of the ecosystem, and ensure partners become a scalable growth engine for Quandela.
Over the 2026–2027 period, you will have a strong international scope, with a clear focus on building and scaling the partner ecosystem in the following priority regions:
Europe: France, Germany, Italy
Middle East: Gulf countries
Asia: Singapore and South Korea
North America: Canada and the United States
You will support regional expansion by recruiting and activating key partners, coordinating joint go-to-market initiatives, and aligning ecosystem strategy with Quandela’s commercial and industrial roadmap in these regions.
Partner Segments Covered
The role spans multiple partner categories, including but not limited to: Technology partners (hardware, software, cloud, HPC), System integrators and consulting firms, Quantum application and software providers, HPC and datacenter providers, cloud providers, Education, training, and certification partners, Research and innovation ecosystem partners.
Key Responsibilities
1. Partner Strategy & Recruitment
Define and execute a global partner recruitment strategy aligned with Quandela’s go-to-market priorities, regional expansion plans, and ecosystem vision.
Identify, qualify, and recruit high-potential partners across target segments and priority geographies.
Structure partner value propositions and engagement models per segment (e.g. SI, ISV, cloud, research).
Lead partner due diligence and selection to ensure strategic alignment and long-term value.
2. Partner Onboarding & Enablement
Own the end-to-end partner onboarding journey, ensuring partners are:
- Technically enabled on Quandela solutions
- Commercially aligned with Quandela offers
- Ready to engage customers effectively
- Work closely with presales, quantum application architects, and product teams to deliver partner training and certifications, build technical and business enablement content, ensure partners are supported through their first joint opportunities and projects.
3. Partner Engagement & Development
Act as the primary point of contact for strategic partners.
Build long-term, executive-level relationships within partner organizations.
Define joint business plans with priority partners, including Target accounts and use cases, Joint marketing and demand-generation initiatives, Revenue and pipeline objectives
Drive partner activation and progression within the QPN (e.g. tiering, specialization).
4. Joint Go-To-Market & Revenue Acceleration
Collaborate closely with Sales Managers and Presales to :
- Identify partner-led and partner-influenced opportunities
- Attach partners to complex sales cycles where they add value
- Enable and support co-selling, co-marketing, and co-innovation initiatives.
- Ensure clear ownership, governance, and alignment between direct sales and partner channels.
- Contribute directly to pipeline creation and revenue growth via partners.
5. Ecosystem Governance & Performance Management
Define and track partner KPIs, including Partner activation rate, Pipeline and revenue contribution, Joint opportunity win rates, Conduct regular partner business reviews to assess performance and alignment.
Continuously refine partner programs, incentives, and engagement models based on data and feedback.
Provide structured ecosystem insights to the CGO and executive leadership.
6. Internal & External Representation
Represent Quandela and the QPN at Industry events, Partner conferences, Customer briefings and ecosystem workshops
Act as the internal voice of partners, providing feedback to Product management, Marketing, Sales leadership
Contribute to shaping Quandela’s long-term ecosystem and platform strategy.
Required Qualifications and Experience
- Engineering or scientific background, complemented by formal training in Business Development, sales, or strategy, or by a demonstrated career progression toward Business Development, partnerships, or commercial roles in a deep tech environment.
- 8+ years of experience in partner development, alliances, channel management, or business development roles.
- Proven track record in building and scaling partner ecosystems in:
- Deep tech
- Cloud / HPC
- Enterprise software or advanced infrastructure
- Strong understanding of B2B go-to-market models and partner-driven growth.
- Demonstrated experience in international market expansion, ideally across multiple regions.
- Ability to manage complex, multi-stakeholder relationships.
- Excellent communication, negotiation, and executive presence.
- Fluent in English (French and/or German strongly preferred).
Preferred Qualifications
- Experience in quantum computing, HPC, AI, or emerging technologies.
- Background working with system integrators or technology alliances.
- Familiarity with startup or scale-up environments.
- Ability to operate at both strategic and execution levels.
- Shape and scale the partner ecosystem of a global quantum computing leader.
- Work directly with executive leadership and influence growth strategy.
- Be at the center of a rapidly evolving deep tech market.
- Collaborate with world-class scientists, engineers, and commercial teams.
- Competitive compensation with strong growth and impact potential.
TECHNICAL & MARKET ANALYSIS | Appended by Quantum.Jobs
The Partner Development Manager function is structurally essential for translating deep-tech quantum hardware capability into scalable commercial revenue streams. This role exists to mitigate the critical Technology Readiness Level (TRL) mismatch between proprietary photonic Quantum Processing Units (QPUs) and the conservative adoption timelines of enterprise, cloud, and High-Performance Computing (HPC) end-users. Its primary value-chain impact is orchestrating a structured partner network (including SIs, ISVs, and cloud providers) to accelerate joint go-to-market execution and achieve reliable global market penetration, thereby de-risking the industrial transition of a frontier technology. The necessity is heightened by the acute, sector-wide scarcity of non-technical quantum-literate commercial talent, making ecosystem enablement a key scaling constraint.
The role type resides firmly within the commercial enablement segment of the quantum value chain, serving as the interface between core technology development and heterogeneous market demands. Vendor fragmentation and the nascent state of quantum applications necessitate sophisticated third-party coordination to deliver end-to-end solutions. Unlike mature IT sectors, quantum computing requires partners not only for distribution but also for technical translation, application co-creation, and workforce training—functions that dramatically reduce customer adoption friction. Macro constraints, such as long enterprise evaluation cycles and the high cost of experimental quantum access, require joint sales motions anchored by consulting and systems integration partners who can validate early use cases.
International market expansion, particularly into strategically significant quantum hubs like those in Europe and Asia, is fundamentally dependent on an effective partnership strategy. Public funding cycles across national quantum strategies increasingly prioritize commercial translation and ecosystem development, validating the necessity of robust partner channels. The core challenge for quantum hardware producers, like Quandela, is transforming a cutting-edge scientific product into an accessible infrastructure layer, a transition only feasible through tightly integrated alliances that provide classical-quantum hybrid workflow expertise and geographic coverage. Without this systemic coordination, hardware utilization rates remain low, impeding the industry’s progression toward practical quantum advantage.
The technical skill architecture for this function transcends mere sales proficiency, requiring fluency in the underlying deep-tech domains (e.g., photonic quantum hardware, HPC/Cloud infrastructure) to enable technical partners credibly. Capability domains include joint value proposition engineering, designing enablement pathways (training and certification), and governance of multi-tiered partner programs. The tooling layer relies heavily on Customer Relationship Management (CRM) platforms, Partner Relationship Management (PRM) systems for performance tracking (KPIs such as Pipeline Contribution and Activation Rate), and integrated data analytics to forecast global demand based on partner performance metrics. This systematic approach ensures that partnership activation is measurable and aligned with strategic product roadmaps and regional market maturity levels.
Accelerates time-to-market for quantum solutions across priority regions.
De-risks commercial scaling by leveraging external system integrators.
Establishes validated technical and business blueprints for partner engagement.
Secures pipeline generation through co-selling and co-marketing initiatives.
Cultivates a scalable global channel network for QPU adoption.
Reduces complexity for enterprise end-users seeking hybrid quantum services.
Enhances institutional credibility among strategic cloud and HPC providers.
Drives systematic partner tiering and performance maturation across the network.
Improves fidelity of market feedback loops to product and engineering teams.
Expands access to specialized quantum application development expertise.
Fosters cross-ecosystem collaboration to bridge hardware-software gaps.
Optimizes resource allocation by aligning direct sales with channel incentives.
Industry Tags: Quantum Ecosystem Enablement, Deep-Tech Commercialization, Photonic Quantum Computing, Channel Management, Global Go-to-Market, High-Performance Computing, Quantum Workforce Development, Technology Readiness Level, Partner Strategy.
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