Director of Business Development

Director of Business Development UNITED STATES - Odessa, FL Description For over two decades, Allied Universal Electronic Monitoring (dba Attenti) has been committed to keeping our clients, partners and the people who trust in them on safe ground. Our innovative monitoring solutions make a tangible difference to people’s lives. To law enforcement officers out in the field. To communities tasked with reintegrating participants back into civilian life. To public authorities entrusted with making efficient use of taxpayer money. Wherever we operate, our extensive knowledge, veteran team of experts, and innovative electronic monitoring systems are trusted the world over to make society safer, more secure and advanced for everyone. 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 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 Formal Education, Licenses, and Certifications Required Bachelor’s degree in Criminal Justice, Business, Communication, or related field of study Type and Length of Specific Experience Required 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 Knowledge and Skills Required 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 Other Related Attributes That Would Enhance Hiring Consideration 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 Equal Opportunity Employer Allied Universal® is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race/ethnicity, age, color, religion, sex, sexual orientation, gender identity, national origin, genetic information, disability, protected veteran status or relationship/association to a protected veteran, or any other basis or characteristic protected by law. #J-18808-Ljbffr