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The Channel Partner BDR is responsible for developing a partner-sourced sales pipeline, qualifying leads, supporting partner events, and collaborating with partners to drive business opportunities.
This opportunity is a hybrid role at JumpCloud®, requiring that you are able to work both on site and remotely in the location specified in the Job Description.
About JumpCloud®
JumpCloud® delivers a unified open directory platform that makes it easy to securely manage identities, devices, and access across your organization. With JumpCloud®, IT teams and MSPs enable users to work securely from anywhere and manage their Windows, Apple, Linux, and Android devices from a single platform. JumpCloud® is IT Simplified.
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
Partner Pipeline Development
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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Where you’ll be working/Location:
This role is hybrid in the country of India. You must be located in and authorized to work in India to be considered for this role.
This hybrid role is based in the Bengaluru metro area and requires team members to spend a few days each week in the office. You are able to work remotely when not in the office.
Language:
JumpCloud® has teams in 15+ countries around the world and conducts our internal business in English. The interview and any additional screening process will take place primarily in English. To be considered for a role at JumpCloud®, you will be required to speak and write in English fluently. Any additional language requirements will be included in the details of the job description.
Why JumpCloud®?
If you thrive working in a fast, SaaS-based environment and you are passionate about solving challenging technical problems, we look forward to hearing from you! JumpCloud® is an incredible place to share and grow your expertise! You’ll work with amazing talent across each department who are passionate about our mission. We’re out of the box thinkers, so your unique ideas and approaches for conceiving a product and/or feature will be welcome. You’ll have a voice in the organization as you work with a seasoned executive team, a supportive board and in a proven market that our customers are excited about.
One of JumpCloud®'s three core values is to “Build Connections.” To us that means creating " human connection with each other regardless of our backgrounds, orientations, geographies, religions, languages, gender, race, etc. We care deeply about the people that we work with and want to see everyone succeed." - Rajat Bhargava, CEO
Please submit your résumé and brief explanation about yourself and why you would be a good fit for JumpCloud®. Please note JumpCloud® is not accepting third party resumes at this time.
JumpCloud® is an equal opportunity employer. All applicants will be considered for employment without attention to race, color, religion, sex, sexual orientation, gender identity, national origin, veteran or disability status.
Scam Notice:
Please be aware that there are individuals and organizations that may attempt to scam job seekers by offering fraudulent employment opportunities in the name of JumpCloud. These scams may involve fake job postings, unsolicited emails, or messages claiming to be from our recruiters or hiring managers. Please note that JumpCloud will never ask for any personal account information, such as credit card details or bank account numbers, during the recruitment process. Additionally, JumpCloud will never send you a check for any equipment prior to employment.
All communication related to interviews and offers from our recruiters and hiring managers will come from official company email addresses (@jumpcloud.com) and will never ask for any payment, fee to be paid or purchases to be made by the job seeker. If you are contacted by anyone claiming to represent JumpCloud and you are unsure of their authenticity, please do not provide any personal/financial information and contact us immediately at [email protected] with the subject line "Scam Notice"
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