Business Development Manager - AWS and Custom Cloud Apps

Soliant Consulting is seeking an experienced, self-directed Business Development Manager to drive new client growth across our Cloud Native Application Development, AWS, and AI practices.

This is a full-cycle sales role. You will identify and cultivate new relationships, lead opportunities through discovery and negotiation, close consulting engagements, and ensure a smooth handoff to our delivery teams.

This position does not rely on inbound leads or SDR support. You will build your pipeline through conferences, technology events, professional communities, referrals, and long-term relationship development. You should expect to attend approximately three to four industry events per month, including one to two overnight or multi-day trips.

AI is an increasingly important part of our client conversations. Mid-market technology leaders are under pressure to evaluate and implement AI responsibly, but many are unsure where to begin. You should be comfortable discussing AI strategy, AI-assisted development, implementation readiness, and workflow automation with CTOs, CIOs, and VPs of IT without overstating what AI can deliver.

In professional services sales, clients are not purchasing a product they can inspect. They are buying confidence in the people who will solve their problems. How you build trust, communicate value, follow up, and manage your reputation is central to success in this role.

About Soliant

Soliant Consulting is a custom software development and technology consulting firm with more than 21 years of experience helping businesses grow through strategic technology solutions.

We help mid-market and enterprise clients build, modernize, and scale their technology through Cloud Native Application Development, AWS cloud services, and AI solutions. Our team holds hundreds of certifications across our platforms, and our clients range from growth-stage companies to globally recognized brands.

What You Will Sell:

Cloud Native Application Development

Soliant designs and builds custom web applications, strategic portals, and system integrations that replace outdated technology and connect with clients’ existing technology ecosystems. We use AI-assisted development to build effective software efficiently without sacrificing quality, security, or scalability.

AWS Cloud Services and AI Solutions

As an AWS Consulting Partner, Soliant helps businesses migrate to, grow on, and optimize AWS through cloud strategy, architecture, digital transformation, and Well-Architected Framework Reviews.

We also help organizations prepare for AI and automate repetitive workflows by integrating AI tools into existing systems. Our services include AI readiness and implementation planning, custom AI application development, and intelligent workflow automation.

Both practices involve longer, trust-based sales cycles. You will need to translate technical capabilities into meaningful business outcomes for buyers ranging from highly technical CTOs to operationally focused CIOs. Your ability to articulate value clearly and credibly will be a key differentiator.

What You Will Do

Develop and Manage Your Pipeline

• Build a self-sourced pipeline through carefully selected conferences, technology events, professional communities, referrals, and networking.
• Attend approximately three to four industry events per month, including regular out-of-town travel.
• Develop your professional reputation through LinkedIn, speaking opportunities, referral networks, and consistent involvement in the technology community.
• Add value before asking for business by sharing relevant insights, making introductions, and providing useful resources.
• Maintain accurate Salesforce records, including opportunity stages, notes, next steps, and follow-up activity.

Lead the Sales Process

• Own the full sales cycle from initial outreach and discovery through proposal development, negotiation, close, and delivery handoff.
• Conduct consultative discovery conversations that uncover meaningful technology and business challenges.
• Identify where cloud solutions, custom applications, AI, or workflow automation could reduce costs, save time, improve processes, or create new capabilities.
• Ask thoughtful questions and prioritize understanding the client’s business before presenting solutions.
• Help prospects understand what AI can realistically accomplish, whether their data and processes are ready, and what responsible implementation will require.
• Develop tailored proposals and statements of work in collaboration with Soliant’s practice leaders and delivery teams.
• Manage multi-month sales cycles with consistent follow-up, patience, and strong next-step discipline.

Build Long-Term Relationships

• Develop relationships with technology leaders that extend beyond a single transaction.
• Follow up within 24 to 48 hours of meaningful conversations with a relevant resource, introduction, insight, or personalized callback.
• Review CRM notes before reconnecting so conversations remain informed and personal.
• Stay connected with clients after closing to identify expansion opportunities and referrals.
• Build a strong professional reputation through reliable follow-through, community involvement, LinkedIn presence, speaking opportunities, and positive client relationships.

Collaborate Across Soliant

• Work closely with Soliant’s Cloud Native, AWS, and AI practice leaders to scope opportunities accurately and avoid overpromising.
• Provide delivery teams with thorough handoffs so expectations are clear from the beginning of an engagement.
• Share market intelligence with leadership, including buyer priorities, AI adoption trends, competitive activity, and emerging technology needs.

What We Are Looking For

Experience

• At least five years of full-cycle B2B sales experience in technology consulting, professional services, or a closely related services business.
• A demonstrated record of building pipeline through events, networking, referrals, and relationship development.
• Experience selling to CTOs, CIOs, VPs of IT, or similar technology decision-makers at mid-market organizations, generally between $50 million and $500 million in revenue.
• Familiarity with cloud application development, AWS services, AI solutions, or related technology services at a level that supports credible conversations with technical buyers.
• Experience selling AI-related services or technology is strongly preferred.
• Experience developing proposals or statements of work is a plus.

Sales and Relationship Skills

• Consultative listening:
  You ask thoughtful questions, listen closely, and make prospects feel understood rather than immediately shifting into a sales pitch.
• Clear articulation of value:
  You explain technical services in plain language and connect them to relevant business outcomes.
• Responsible AI communication:
  You can discuss AI without relying on hype and clearly explain realistic use cases, readiness requirements, risks, investment, and potential return.
• Follow-up discipline:
  You use a consistent system for timely, relevant follow-up and are comfortable maintaining relationships over long sales cycles.
• Strategic networking:
  You identify the conferences, communities, and events where ideal clients are most likely to participate and invest deeply in those opportunities.
• Relationship-first approach:
  You share useful information, make introductions, and provide value without expecting an immediate return.
• Patience and independence:
  You are comfortable with ambiguity and understand that relationships may take months or years to produce opportunities.
• Confident, low-pressure presence:
  You build trust without appearing overly transactional or quota-driven.
• Personalization:
  You remember important details or consistently review your notes before reconnecting.
• Long-term reputation management:
  You understand that professional visibility, referrals, community involvement, and past client experiences compound over time.

Travel and Availability

• Willingness and ability to attend approximately three to four industry events per month.
• Ability to complete one to two overnight or multi-day out-of-town trips per month.
• Ability to travel by air as needed.

Tools

• Proficiency with Salesforce and consistent CRM management practices.
• Experience using LinkedIn Sales Navigator for research, relationship tracking, and outreach.
• Familiarity with proposal and statement-of-work development is preferred.