Channel Development Representative

Channel Development Representative (CDR)

Location: Remote (U.S. – occasional quarterly travel)

Compensation: $60k – $65k Base Salary | ~$85,000 OTE (with commission sharing on closed-won business)

About the Role

A rapidly growing provider of managed cloud, cybersecurity, application hosting, and IT infrastructure solutions is seeking a proactive, relationship-focused Channel Development Representative (CDR) .

In this role, you will be responsible for activating, developing, and expanding relationships across a verified ecosystem of technology sales partners (including MSPs, VARs, agents, and technology advisors). Instead of cold pitching end-users, you will engage partners directly to uncover new client opportunities, guide them to their first customer quotes, and build recurring referral pipelines.

This is a pipeline and partner enablement role—you will coordinate discovery calls and hand qualified deals over to senior sales executives, while retaining direct financial upside (commission credit) on deals you originate.

Key Responsibilities

• Partner Activation & Pipeline Development: Prospect into a curated list of existing and dormant channel partners to re-engage, qualify, and move them toward their first client opportunity and quote.
• Multi-Touch Outreach: Execute consistent outreach cadences across phone, email, and LinkedIn to keep the company top-of-mind amidst competing supplier noise.
• Sales Enablement & Education: Coordinate educational sessions, webinars, and tailored sales collateral to help partners identify qualified customer use cases across cloud, hosting, and managed IT services.
• Opportunity Qualification & Handoff: Gather preliminary customer environment and business requirement details, qualify opportunities, and schedule discovery calls with Channel Sales Executives.
• CRM Discipline: Maintain active pipelines, partner milestones, and follow-up tasks within CRM (HubSpot) to track partner progression from initial engagement to closed-won revenue.
• Select Field Engagement: Travel approximately once per quarter for partner lunches, networking outings, and relationship-building events.

Qualifications

• Core Outreach Drive: High energy, self-motivation, and comfort conducting proactive, consistent outbound outreach by phone, video, and email.
• Sales / BDR Background: 1–3+ years of experience in an SDR/BDR, inside sales, account management, or partner development role.
• Relationship Acumen: Proven ability to build rapport, navigate multi-stakeholder relationships, and maintain consistent follow-ups over extended partner lifecycles.
• Tech Literacy: Ability to understand technical business solutions and communicate value clearly in non-technical terms (experience with cloud, MSP/VAR ecosystems, or SaaS is a plus).
• CRM Savvy: Experience working with HubSpot or a similar CRM to track leads, stages, and daily touchpoints.

If this role aligns with where you'd like to take your career, apply now!