Business Developer Manager (Cloud&Infra)

Claranet limited; Lisboa; On-site; EUR 60,000 - 90,000; Full time

Job summary

Claranet limited in Lisbon seeks a motivated Business Developer Manager to drive growth in cloud and infrastructure services for enterprise and mid-market clients.

You will own end-to-end sales cycles, build trusted relationships with key decision-makers, and collaborate with pre-sales and delivery teams to develop compelling proposals and PoCs.

Qualifications

• Proven experience in B2B sales of IT/cloud services and hitting quotas.
• Experience in consultative, long-cycle, high-value sales with IT/business decision-makers.
• Strong knowledge of cloud market (Azure, AWS, GCP) and managed services models.

Responsibilities

• Identify, qualify, and win new business opportunities in cloud and infrastructure consulting and managed services.
• Define and execute account plans; use outbound outreach, events, partnerships, and networks.
• Manage end-to-end sales cycle from qualification to closing with a consultative approach.
• Build and maintain a strong sales pipeline with accurate forecasting and CRM discipline.
• Meet and exceed new business, margin, and recurring revenue targets.
• Collaborate with pre-sales, architecture, and delivery teams to develop proposals and respond to RFPs.
• Engage with CIOs, CTOs, CFOs, and Heads of Infrastructure and act as trusted advisor on cloud decisions.

Skills

B2B sales

Cloud services

Consultative selling

CRM management

Portuguese & English

Networking

Education

Engineering or Business degree

Job description

Business Developer Manager (Cloud&Infra)

We're fast learners, hard workers, natural collaborators... and weMake Modern Happen!

Our ambition is to unlock the potential of our digital world so that organisations everywhere can innovate and thrive securely.

We aim to achieve this goal by bringing together the world’s most talented people and the most powerful technologies, combining them to address our customers' challenges and to build something stronger together.

Right now, we are looking for a Business Developer Manager to integrate our internal team, based in Lisbon.

Your responsibilities include:

• Identify, qualify, and win new business opportunities in cloud and infrastructure consulting, managed services, and cloud services (private, shared, and public cloud) across enterprise and mid-market clients.
  
• Define and execute account and prospecting plans within target segments, combining outbound outreach, events, partnerships, and professional networks.
  
• Manage the end-to-end sales cycle, from qualification to negotiation and closing, with a strong focus on consultative selling and business value propositions.
  
• Build and maintain a strong, predictable sales pipeline, ensuring accurate forecasting and disciplined CRM updates.
  
• Meet and exceed new business, margin, and recurring revenue targets.
  
• Work closely with pre-sales, architecture, and delivery teams to develop proposals, deliver workshops and proofs of concept, and respond to RFPs and tenders.
  
• Build trusted relationships with key decision-makers (CIOs, CTOs, CFOs, and Heads of Infrastructure), acting as a trusted advisor on cloud and digital transformation decisions.
  
• Drive cross-selling and upselling opportunities across Claranet’s portfolio, collaborating with other practices (Security, Data & AI, and Networking) to develop integrated solutions.
  
• Manage relationships with partners and vendors (Microsoft, AWS, Google, among others), including co-selling opportunities and commercial programmes .
  
• Monitor market and competitive trends (data sovereignty, FinOps, compliance, and AI) and provide feedback to the Practice to support portfolio development.
• Report regularly to Practice leadership on pipeline, forecasts, sales activities, and risks.

You must have:

• Proven experience in B2B sales of IT/cloud services, with a track record of meeting sales quotas (ideally in consulting, managed services, or systems integration).
  
• Experience in consultative, long-cycle, high-value sales within enterprise or mid-market accounts, engaging with IT and business decision-makers (CIOs, CTOs, CFOs, and Heads of Infrastructure).
  
• Strong knowledge of the cloud market, including public cloud (Azure, AWS, GCP), private/hybrid cloud, workload migration and modernisation , and managed services models.
  
• Ability to build and manage a self-generated sales pipeline through proactive prospecting, qualification, accurate forecasting, and disciplined CRM management.
  
• Ability to articulate value propositions in terms of TCO, risks, and business benefits, rather than focusing solely on technical features.
  
• Experience working with pre-sales teams and architects to develop proposals, deliver workshops, and respond to RFPs.
  
• Excellent communication and negotiation skills in Portuguese and English, both written and spoken, with fluency in both languages.
  
• A relevant professional network in the Portuguese (or Iberian) market, within target segments.
  
• Willingness to travel to client sites and attend events.
  

We value:

• Experience with partner ecosystems (Microsoft, AWS, Google, VMware, etc.), including co-selling programmes and Market Development Funds (MDF).
• Foundational or sales-oriented cloud certifications (AZ-900, AWS Cloud Practitioner, or equivalent).
• Knowledge of business-critical workloads, including SAP, Oracle, databases, and enterprise platforms running in the cloud.
• Awareness of emerging topics such as data sovereignty, FinOps, security, compliance (NIS2, DORA, GDPR), and AI.
• Experience in the public sector and knowledge of public procurement processes, including tenders and framework agreements.
• Familiarity with structured sales methodologies (MEDDICC, Challenger, SPIN, Solution Selling).
• Experience in cross-selling and upselling a broad portfolio of services, including infrastructure, consulting, managed services, and resale.
• A team-oriented mindset, collaborating across practices and business areas (Security, Data & AI, and Networking), with a focus on joint account planning.
  
• Autonomy, results-driven and entrepreneurial mindset, resilience, and technical curiosity. A degree in Engineering, Business Management, or a related field (preferred but not mandatory)
  

We offer:

• Salary package according to the function to be performed and with demonstrated experience;
• Career development and certification programs.
• Balanced and Friendly work environment.
• Integrate the biggest IT MSP operating in Portugal by revenue.