Director of Business Development

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 SalesThe 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 outcomesRequirements:VAR / Channel (Value-Added Reseller) GrowthOwn the full VAR lifecycle: identify, recruit, onboard, enable, and grow partners to generate partner-sourced pipeline and revenueDevelop and execute a channel business plan including partner segmentation, vertical focus, territory/coverage, enablement requirements, and performance targetsEstablish 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 LeadershipCoordinate channel pricing/packaging strategy with leadership; manage discounting guardrails and margin integrityAlign 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 escalationsTrack and improve conversion metrics: lead-to-opportunity, opportunity-to-close, average sales cycle length, and partner productivityGovernment Relations (SLED / Justice) (State, Local, and Education)Develop and execute a state and local government relations plan aligned to justice/public safety growth targetsBuild and maintain relationships with key stakeholders: agency leadership, procurement officials, elected/appointed leaders, associations, and policy influencersMonitor legislation, regulation, and policy trends impacting justice/public safety technology; advise leadership on risks, opportunities, and response strategyCoordinate cross-functionally with Sales, Legal, Product, and Communications to ensure policy strategy supports go-to-market executionRepresent the company at public meetings, hearings, conferences, and justice/public safety events; position the organization as a trusted solution partnerIdentify and support funding/procurement pathways (budget cycles, grant programs, eligibility requirements, and procurement vehicles) tied to account plansManage external stakeholder resources as needed (industry groups, consultants, and strategic partners) and measure activity against outcomesGovernment Contracting & Procurement ExecutionLead SLED procurement strategy for target agencies: identify purchasing vehicles, cooperative contracts, and bid strategies aligned to timelines and requirementsOwn RFP/RFI/RFQ execution end-to-end: compliance matrix, response writing coordination, pricing/terms alignment, submission logistics, and debrief managementPartner with Legal, Finance, and Leadership to negotiate contract terms, mitigate risk, and align scope, Service Level Agreements (SLAs), and delivery capabilitiesEnsure compliance with agency procurement requirements and internal approval processes; maintain audit-ready documentationBuild reusable bid assets: response templates, approved language library, win themes, and a bid calendar tied to renewal and expansion cyclesMaintain visibility reporting on contracting status: stages, blockers, approvals, award timelines, and post-award obligationsSupport post-award handoffs to internal teams to ensure smooth implementation, contract compliance, and long-term account growthFormal Education, Licenses, and Certifications Required: Bachelor’s degree in Criminal Justice, Business, Communication, or related field of studyType 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 marketsDemonstrated experience building and scaling indirect sales programs (VAR/channel), including enablement and joint Google Tag ManagementKnowledge and Skills Required:Proven executive communication skills (written, oral, presentations) and the ability to influence across Sales, Legal, Product, and FinanceStrong understanding of public-sector procurement processes (SLED), including RFP/RFI/RFQ workflows, compliance tracking, and contracting coordinationDisciplined 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 plansAbility to travel as requiredOTHER RELATED ATTRIBUTES THAT WOULD ENHANCE HIRING CONSIDERATION:These are other criteria that may enhance the hiring decision but would not rule out the candidate for consideration if not present.Experience navigating state/local government buying cycles and procurement pathwaysPrevious experience working with criminal justice agenciesExperience in selling and marketing to U.S. government agenciesExperience in project management and account managementAllied 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 with a protected veteran, or any other basis or characteristic protected by law. For more information: www.aus.comIf you have any questions regarding Equal Employment Opportunity, Affirmative Action, Diversity and Inclusion, have difficulty using the online system and require an alternate method to apply, or require an accommodation at any time during the recruitment and/or employment process, please contact our local Human Resources department. To find an office near you, please visit: www.aus.com/offices.