Business Developer Manager (Cloud&Infra)

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. If you share our vision, join us!

Business Developer Manager

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.

Requirements

• 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).
• Ability to articulate value propositions in terms of TCO, risks, and business benefits, rather than focusing solely on technical features.
• Excellent communication and negotiation skills in Portuguese and English, both written and spoken, with fluency in both languages.
• Willingness to travel to client sites and attend events.

Benefits

• 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.
• Workplace: Lisbon - Hybrid