Director of Business Development

Allied offers Medical, Dental, Vision, STD/LTD, Life Insurance, and 401k benefits. Also provides PTO, sick, and vacation hours annually. Candidates must be able to pass a drug and background screen.

This position is remote and reports to the Senior Director of Sales

The Director of Business Development - Justice owns growth across three connected areas: VAR/channel expansion, state and local government relations, and government contracting/procurement execution. The Director of Business Development - Justice builds and scales partner relationships to generate pipeline, develops strategic stakeholder alignment across justice and public safety ecosystems, and leads procurement pursuits (RFP/RFI/RFQ) through award and contracting.

Success in this position requires a strong operator mindset, disciplined pipeline management, and the ability to navigate public-sector buying processes while driving measurable revenue outcomes

Requirements:

VAR / Channel (Value-Added Reseller) Growth

• Own the full VAR lifecycle: identify, recruit, onboard, enable, and grow partners to generate partner-sourced pipeline and revenue
• Develop and execute a channel business plan including partner segmentation, vertical focus, territory/coverage, enablement requirements, and performance targets
• Establish channel operating cadence (Quarterly Business Reviews, joint account planning, training, deal registration rules, and partner scorecards)
• Drive partner pipeline rigor: qualification standards, Customer Relationship Management hygiene, forecasting, and accurate reporting to Sales Leadership
• Coordinate channel pricing/packaging strategy with leadership; manage discounting guardrails and margin integrity
• Align partner GTM with Marketing and Product (positioning, competitive narratives, co-marketing campaigns, events, webinars, and collateral)
• Manage partner conflict resolution: rules of engagement, territory/account mapping, deal registration disputes, and escalations
• Track and improve conversion metrics: lead-to-opportunity, opportunity-to-close, average sales cycle length, and partner productivity

• Develop and execute a state and local government relations plan aligned to justice/public safety growth targets
• Build and maintain relationships with key stakeholders: agency leadership, procurement officials, elected/appointed leaders, associations, and policy influencers
• Monitor legislation, regulation, and policy trends impacting justice/public safety technology; advise leadership on risks, opportunities, and response strategy
• Coordinate cross-functionally with Sales, Legal, Product, and Communications to ensure policy strategy supports go-to-market execution
• Represent the company at public meetings, hearings, conferences, and justice/public safety events; position the organization as a trusted solution partner
• Identify and support funding/procurement pathways (budget cycles, grant programs, eligibility requirements, and procurement vehicles) tied to account plans
• Manage external stakeholder resources as needed (industry groups, consultants, and strategic partners) and measure activity against outcomes

• Lead SLED procurement strategy for target agencies: identify purchasing vehicles, cooperative contracts, and bid strategies aligned to timelines and requirements
• Own RFP/RFI/RFQ execution end-to-end: compliance matrix, response writing coordination, pricing/terms alignment, submission logistics, and debrief management
• Partner with Legal, Finance, and Leadership to negotiate contract terms, mitigate risk, and align scope, Service Level Agreements (SLAs), and delivery capabilities
• Ensure compliance with agency procurement requirements and internal approval processes; maintain audit-ready documentation
• Build reusable bid assets: response templates, approved language library, win themes, and a bid calendar tied to renewal and expansion cycles
• Maintain visibility reporting on contracting status: stages, blockers, approvals, award timelines, and post-award obligations
• Support post-award handoffs to internal teams to ensure smooth implementation, contract compliance, and long-term account growth

• Bachelor’s degree in Criminal Justice, Business, Communication, or related field of study

• Minimum of ten (10) years of sales, business development, or partner/channel leadership experience, preferably in justice/public safety, government technology, or adjacent regulated markets
• Demonstrated experience building and scaling indirect sales programs (VAR/channel), including enablement and joint Google Tag Management

• Proven executive communication skills (written, oral, presentations) and the ability to influence across Sales, Legal, Product, and Finance
• Strong understanding of public-sector procurement processes (SLED), including RFP/RFI/RFQ workflows, compliance tracking, and contracting coordination
• Disciplined CRM usage and pipeline management (Salesforce, HubSpot, or similar)
• Strong analytical skills with the ability to synthesize market signals, partner performance, and contracting data into actionable plans
• Ability to travel as required

These are other criteria that may enhance the hiring decision but would not rule out the candidate for consideration if not present.

• Experience navigating state/local government buying cycles and procurement pathways
• Previous experience working with criminal justice agencies
• Experience in selling and marketing to U.S. government agencies
• Experience in project management and account management

If you have any questions regarding Equal Employment Opportunity, Affirmative Action, Diversity and Inclusion, have difficulty using the online system and require an alternate method to apply, or require an accommodation at any time during the recruitment and/or employment process, please contact our local Human Resources department. To find an office near you, please visit: www.aus.com/offices.