JumpCloud is seeking a Channel Partner Business Development Representative (BDR) to support our Emerging Channel Partner Motion. This role will focus on partner-sourced pipeline development, working closely with JumpCloud Partner Sales Manager, Account Executives, and Channel Partners to identify, qualify, and generate new business opportunities.
This position expands on the traditional BDR role by enabling partner-driven pipeline generation, including supporting partner-led events, qualifying partner-sourced leads, and collaborating with partners on outbound prospecting activities.
The Channel Partner BDR will play a critical role in validating and scaling JumpCloud’s channel partner pipeline motion, ensuring that partner-generated leads are properly qualified, routed, and converted into pipeline opportunities.
What You’ll Do (But Are Not Limited To)
- Work closely with Partner Sales Managers and Channel Partners to identify, qualify, and develop partner-sourced sales opportunities.
- Support the growth of JumpCloud’s partner ecosystem by generating pipeline from partner accounts, prospects, and customers.
- Collaborate with partners to identify the right prospects and target accounts aligned to JumpCloud’s Ideal Customer Profile . Partner Lead Qualification
- Qualify partner-sourced leads and inquiries to ensure proper ICP fit, deal potential, and sales readiness.
- Convert partner leads into Sales Qualified Leads (SQLs), Deal Registrations (DRs), and Stage 1 pipeline opportunities (S1).
- Ensure compliance with GDPR and partner engagement guidelines when managing partner-provided leads. Partner Event Support
- Partner with Channel teams to support post-event follow-up activities, including:
- Outreach coordination with partners
- Meeting scheduling with prospects
- Opportunity qualification Outbound Partner Prospecting
- Participate in co-selling and co-prospecting initiatives with partners, including:
- Partner call blitz days
- Joint outreach campaigns
- Pre-event outreach programs Deal Registration & Partner Operations
- Assist with qualification of partner deal registrations.
- Respond to partner inquiries through internal partner communication channels.
- Help route partner applications and inbound partner requests to appropriate teams (MSP / VAR). Collaboration
- Work closely with:
- Partner Sales Managers
- Account Executives
- Global XDR team
- Marketing and Partner teams
To continuously improve partner outreach strategies, pipeline conversion, and channel program effectiveness.
Key Responsibilities
- Generate partner-sourced pipeline through qualification and meeting generation
- Support partner outbound and inbound pipeline development
- Coordinate follow-up with partners after marketing events
- Help operationalize partner engagement workflows
- Track partner activity and pipeline attribution within Salesforce
- Maintain accurate records of all prospect and partner interactions
Your Qualifications:
- 1–3 years of experience in Sales Development, Business Development, or Partner Development (SaaS preferred)
- Strong interest in channel sales and partner ecosystem development
- Excellent written and verbal communication skills
- Strong research and account planning capabilities
- Ability to work collaboratively with internal teams and external partners
- Highly organized and able to manage multiple partner relationships simultaneously
- Self-motivated with strong initiative and problem-solving skills
- High proficiency in English (written and verbal)
Preferred Qualifications:
- Experience working with channel partners, VARs, or MSP ecosystems
- Familiarity with SaaS sales processes and pipeline qualification frameworks
- Additional language support a plus (Mandarin, Cantonese, Spanish, French, German, or Bahasa in particular)
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JumpCloud’s mission is to Make Work Happen®, providing simple, secure access to an organization’s technology resources from any device, or any location. The JumpCloud Open Directory Platform gives IT, security operations, and DevOps a single, cloud-based solution to control and manage employee identities and their devices, and apply conditional access controls based on Zero Trust principals. Since launching in 2012, our global user base has grown to more than 150,000 organizations, with more than 5,000 paying customers including Cars.com, GoFundMe, Grab, ClassPass, Uplight and Peloton. JumpCloud has raised over $400M from world-class investors including Sapphire Ventures, General Atlantic, Sands Capital, Atlassian, and CrowdStrike. Our teams are growing fast, too, and we're looking for talent across engineering, sales, customer success, marketing, product management, and more. Join our team of dedicated, passionate, and creative people who are eager to change the IT industry forever. We live by our core values which are: Build Connections Think Big 1% Better Every Day
Why Work With Us
We offer an incredible opportunity to see your impact. Each team member gets an up close personal view and education into building a fast growing startup. We are transparent about what we are doing, how we are doing it, and the decisions that we are making. There is opportunity to progress and flexibility to find unique approaches to our business
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