[Hiring] Director of Business Development @Allied Universal Electronic Monitoring

Role Description

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
• 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
• The ability to navigate public-sector buying processes while driving measurable revenue outcomes

Qualifications

• 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

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
• Government Relations (SLED / Justice) (State, Local, and Education)
• 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
• Government Contracting & Procurement Execution
• 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

Benefits

• Medical, Dental, Vision, STD/LTD, Life Insurance, and 401k benefits
• PTO, sick, and vacation hours annually