What are the responsibilities and job description for the Business Development Representative position at VDA Telkonet?
Position Summary
The Business Development Representative (BDR) is responsible for generating qualified, net-new sales pipeline to support the Channel Sales organization and GRMS (Guest Room Management System) market expansion initiatives. This role focuses on identifying, engaging, and qualifying new opportunities and ensuring they are properly aligned with Channel Partners prior to assignment.
In addition, the BDR supports the growth of the GRMS specification by identifying and developing relationships with architects, engineering consultants, lighting designers, and other specification influencers who drive system selection in hospitality, multifamily, student housing, and senior living projects.
The BDR serves as the front end of the channel sales engine, ensuring Channel Partners and Channel Account Managers (CAMs) receive qualified, specification-ready opportunities.
Primary Responsibilities - Channel Pipeline Generation
Reports to: Director of Sales
Collaborates with: Channel Account Managers, GRMS Market Development Manager, Marketing, and Sales Leadership
Strategic Impact
This role directly supports channel pipeline expansion and GRMS specification growth, ensuring qualified opportunities enter the channel pipeline and supporting long-term revenue growth.
VDA Telkonet is an Equal Opportunity Employer and is committed to creating an inclusive environment for all employees. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity or expression, national origin, age, disability, veteran status, genetic information, or any other protected characteristic under applicable law.
The Business Development Representative (BDR) is responsible for generating qualified, net-new sales pipeline to support the Channel Sales organization and GRMS (Guest Room Management System) market expansion initiatives. This role focuses on identifying, engaging, and qualifying new opportunities and ensuring they are properly aligned with Channel Partners prior to assignment.
In addition, the BDR supports the growth of the GRMS specification by identifying and developing relationships with architects, engineering consultants, lighting designers, and other specification influencers who drive system selection in hospitality, multifamily, student housing, and senior living projects.
The BDR serves as the front end of the channel sales engine, ensuring Channel Partners and Channel Account Managers (CAMs) receive qualified, specification-ready opportunities.
Primary Responsibilities - Channel Pipeline Generation
- Identify and develop net-new sales opportunities aligned with target vertical markets
- Conduct proactive outbound prospecting via phone, email, LinkedIn, industry databases, and events
- Generate qualified opportunities suitable for fulfillment through authorized Channel Partners
- Identify both end-user opportunities and partner-led project opportunities
- Build and maintain a sustainable pipeline of qualified opportunities
- Conduct discovery and qualification of opportunities, including project scope, timeline, budget, and stakeholders
- Ensure opportunities are fully qualified prior to assignment to Channel Partners or CAMs
- Assign opportunities to the appropriate Channel Partner based on geography and expertise
- Document complete discovery notes and project details in CRM
- Identify architects, MEP engineers, lighting designers, interior designers, and developers
- Research and track new construction and renovation projects
- Support the GRMS Market Development Manager by initiating outreach and scheduling meetings
- Build and maintain a structured database of specification influencers
- Support early-stage engagement prior to bid and procurement phases
- Maintain accurate CRM records, including opportunities, contacts, and activities
- Ensure opportunities meet defined qualification standards
- Support pipeline reporting and forecasting inputs
- Maintain structured tracking of specification influencers
- Work closely with Channel Account Managers, GRMS Market Development Manager, and Sales Leadership
- Coordinate outreach aligned with target vertical markets
- Provide market intelligence and project insights
- Support strategic initiatives to expand channel engagement
- Net-new qualified pipeline generated
- Number of qualified opportunities created
- Specification influencers identified and engaged
- Opportunity acceptance rate by Channel Partners
- CRM accuracy and activity levels
- 1-4 years of experience in Business Development, Sales Development, or related B2B role
- Strong prospecting, research, and qualification skills
- Professional communication and organizational skills
- Experience using CRM platforms such as Microsoft Dynamics or Salesforce
- Ability to operate in a channel-driven sales environment
- Pipeline generation discipline
- Research and account identification capability
- Structured qualification methodology
- Strong communication and relationship-building skills
- High level of organization and CRM discipline
Reports to: Director of Sales
Collaborates with: Channel Account Managers, GRMS Market Development Manager, Marketing, and Sales Leadership
Strategic Impact
This role directly supports channel pipeline expansion and GRMS specification growth, ensuring qualified opportunities enter the channel pipeline and supporting long-term revenue growth.
VDA Telkonet is an Equal Opportunity Employer and is committed to creating an inclusive environment for all employees. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity or expression, national origin, age, disability, veteran status, genetic information, or any other protected characteristic under applicable law.