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.
About the Role
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)
Partner Pipeline Development
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)
