Business Developer Manager (Cloud&Infra)

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

Benefits offered by this job

Career development

Certification programs

Balanced and Friendly work environment

Largest IT MSP by revenue in Portugal

Job summary

Claranet Portugal is hiring a Business Developer Manager for our Cloud & Infra team in Lisbon. You will identify and win cloud service opportunities, manage end-to-end sales, and build a strong pipeline across enterprise and mid-market clients.

You will collaborate with pre-sales, architecture, and delivery teams, engaging CIOs, CTOs, CFOs, and Heads of Infrastructure to deliver integrated cloud solutions and drive revenue growth.

Qualifications

• Proven B2B sales experience in IT/cloud services.
• Experience in consultative, long-cycle sales with enterprise or mid-market accounts.
• Strong cloud market knowledge (Azure, AWS, GCP) and managed services models.
• Ability to build a self-generated sales pipeline with disciplined CRM management.
• Fluent in Portuguese and English (written and spoken).
• Willingness to travel to client sites and events.

Responsibilities

• Identify and win new business opportunities in cloud and infrastructure consulting, managed services, and cloud services.
• Define and execute account and prospecting plans within target segments, using outbound, events, partnerships, and networks.
• Manage end-to-end sales cycle from qualification to negotiation and closing with consultative value.
• Build and maintain a strong, predictable sales pipeline with accurate forecasting.
• 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 as trusted advisor.
• Drive cross-selling across Claranet’s portfolio with other practices.
• Manage partner relationships (Microsoft, AWS, Google) including co-selling programmes.
• Monitor market trends and provide feedback to the Practice for portfolio development.
• Report regularly to Practice leadership on pipeline, forecasts, activities, and risks.

Skills

B2B Sales

Cloud & Infra

Consultative Selling

Account Management

Languages: PT & EN

Partner Ecosystems

Education

Engineering or related field

Job description

We're fast learners, hard workers, natural collaborators... and we Make 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 Cloud & Infra 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.