Business Development Representative — Channel Partnerships

About the Role

We are hiring a Business Development Representative to help us build and grow relationships with resellers and system integrators. You will play a front-line role in identifying new partner opportunities, supporting active deals, and keeping our channel pipeline moving. This role suits someone with 2 to 3 years of experience in sales, business development, or partnerships who wants to build a career in strategic channel partnerships. We invest in developing our BDRs into more senior partnership roles as they grow with us.

Responsibilities

• Pipeline and Partner Research
  • Identify and research potential channel partners, including resellers and system integrators, that fit our public sector growth plans
  • Qualify prospective partners based on market reach, technical fit, and existing government relationships
  • Keep partner records and pipeline data accurate and current
• Supporting the Sales Motion
  • Assist partners as they move through the public sector sales cycle, including opportunity identification and deal progression
  • Help partners understand RFP requirements and basic procurement steps
  • Put together competitive positioning and talking points for public safety scenarios such as law enforcement and emergency response
• Building Relationships
  • Act as a consistent point of contact for partners in your pipeline
  • Monitor how partners are performing against shared goals like sourced revenue and deal volume
  • Raise partner issues early so senior team members can step in when needed
• Working Across Teams
  • Coordinate with marketing, product, and sales to keep partner-facing messaging consistent
  • Bring market and partner insights back to the wider team
  • Work alongside the Channel Partnership Manager to ensure your outreach supports the bigger partnership strategy

Requirements

• Bachelor's degree in Business, Marketing, IT, or a related discipline
• 2 to 3 years in sales, business development, or channel partnerships, ideally in IT or enterprise software
• Evidence of contributing to revenue outcomes, whether through pipeline generation, deal support, or partner engagement
• Curiosity about public sector or public safety markets (prior experience is a bonus, not a requirement)
• Some exposure to SaaS or cloud enterprise tools is helpful
• Clear communicator who stays organized across multiple partner relationships
• Comfortable working both externally with partners and internally across departments

Nice to Have

• Early relationships with resellers, system integrators, or technology vendors
• Interest or background in AI, video intelligence, or data analytics
• Basic familiarity with government procurement concepts like FedRAMP or StateRAMP

Benefits

• Competitive base pay plus performance incentives
• Direct coaching from experienced partnership leaders
• A defined path toward a Channel Partnership Manager role
• The chance to work with a Microsoft Solutions Partner building at the edge of AI
• A high-ownership, low-bureaucracy environment with real access to leadership
• Hands-on exposure to modern AI and LLM-powered enterprise products

Background and Security Requirements

Selected candidates may be required to complete background and fingerprint-based screening, CJIS security awareness training, and sign confidentiality and security agreements depending on territory and customer assignment.