Business Development Representative – Channel Partnerships

This is a fully remote position, open to applicants in Virginia.

📋 Description

• Identify and investigate potential channel partners, including resellers and system integrators, that align with public sector growth initiatives.

• Evaluate prospective partners based on their market reach, technical compatibility, and established government relationships.

• Keep partner records and pipeline data accurate and up to date.

• Assist partners throughout the public sector sales process, encompassing opportunity identification and deal advancement.

• Aid partners in understanding RFP requirements and fundamental procurement procedures.

• Create competitive positioning and key talking points for public safety contexts, such as law enforcement and emergency response.

• Act as a reliable contact point for partners within the pipeline.

• Track partner performance against shared objectives, including sourced revenue and deal volume.

• Raise partner-related issues to senior team members when necessary.

• Collaborate with marketing, product, and sales teams to ensure consistent messaging directed at partners.

• Provide market and partner insights to the broader team.

• Work alongside the Channel Partnership Manager to synchronize outreach efforts with the overall partnership strategy.

⛳️ Requirements

• Bachelor's degree in Business, Marketing, IT, or a related field.

• 2 to 3 years of experience in sales, business development, or channel partnerships, preferably in IT or enterprise software.

• Demonstrated ability to contribute to revenue generation through pipeline development, deal support, or partner interaction.

• A keen interest in public sector or public safety markets; previous experience is advantageous but not mandatory.

• Some familiarity with SaaS or cloud enterprise tools is beneficial.

• Strong communication skills and organizational capabilities across multiple partner relationships.

• Comfort in engaging with partners externally and collaborating with various internal departments.

• Initial relationships with resellers, system integrators, or technology vendors are a plus.

• An interest or background in AI, video intelligence, or data analytics is desirable.

• Basic knowledge of government procurement concepts such as FedRAMP or StateRAMP is beneficial.

• Selected candidates may be required to undergo background and fingerprint-based screening, CJIS security awareness training, and confidentiality and security agreements based on territory and customer assignments.

🏝️ Benefits

• Competitive base salary alongside performance-related incentives.

• Direct mentorship from seasoned partnership leaders.

• A clear career progression toward a Channel Partnership Manager position.

• The opportunity to collaborate with a Microsoft Solutions Partner innovating at the forefront of AI.

• A high-ownership, low-bureaucracy environment with genuine access to leadership.

• Practical exposure to modern AI and LLM-powered enterprise solutions.