[Remote] Business Development Manager

Note: The job is a remote job and is open to candidates in USA. Soliant Consulting is a custom software development and technology consulting firm with over 21 years of experience. They are seeking an experienced Business Development Manager to drive new client growth in their Cloud Native Application Development, AWS, and AI practices through full-cycle sales and relationship management.

Responsibilities

• Own your pipeline from scratch through strategic selection and deep investment in the conferences, technology events, and professional communities where your ideal clients actually spend their time
• Attend three to four industry events per month, including regular out-of-town travel, to develop relationships and generate qualified opportunities over time
• Build your professional reputation proactively through LinkedIn presence, speaking opportunities, referral networks, and consistent visibility in the technology community
• Give before asking: share relevant insights on AI trends and cloud strategy, make introductions, and add value to relationships without an immediate expectation of return
• Maintain a healthy, accurately documented pipeline in Salesforce with consistent stage progression and next steps
• Lead the full sales cycle from initial conversation through discovery, proposal, negotiation, and close
• Conduct consultative discovery meetings that uncover real technology and business challenges, including where AI could meaningfully reduce cost, save time, or improve outcomes for the client's team
• Ask better questions than you give answers; the goal of early conversations is to understand the business deeply, not to pitch
• Navigate AI conversations honestly: help prospects understand what AI can realistically deliver, identify where their data and processes are ready for AI, and set clear expectations about what preparation and investment responsible AI adoption actually requires
• Develop tailored proposals and statements of work in collaboration with Soliant's practice leads and delivery team
• Manage multi-month sales cycles with discipline: consistent follow-up, timely reconnection, and the patience to let relationships mature before asking for the business
• Build long-term relationships with technology leaders that extend beyond a single transaction; your best future leads will come from people who already trust you
• Follow up within 24 to 48 hours of every meaningful conversation with something useful: a relevant article on AI implementation, a connection to someone they should know, or a specific callback to what they told you
• Review your CRM notes before every reconnection; remembering what someone told you six months ago is one of the clearest signals of genuine respect
• Maintain contact with closed clients for expansion opportunities and referrals, especially as AI projects that started as pilots grow into broader engagements
• Understand that your name circulates before you arrive: how you show up on LinkedIn, what past clients say about you, and which communities you are active in all shape the quality of conversations you will have at your next event
• Work closely with Soliant's Cloud Native, AWS, and AI practice leads during the sales process to scope opportunities accurately and avoid overpromising
• Brief delivery teams thoroughly at handoff so that client expectations are set and met from day one
• Share market intelligence with leadership on buyer trends, AI adoption patterns, competitive dynamics, and emerging technology needs you are hearing in the field

Skills

• 5+ years of full-cycle B2B sales experience in technology consulting, professional services, or a closely related services business
• Demonstrated track record of self-sourcing pipeline through events, networking, and relationship development; this is not a role for someone who has primarily worked inbound or SDR-generated leads
• Proven experience selling to CTOs, CIOs, VPs of IT, or equivalent technology decision-makers at mid-market companies (approximately $50M to $500M in revenue)
• Familiarity with cloud application development, AWS services, or AI solutions at a level sufficient to have credible conversations with technical buyers, even if you are not an engineer yourself
• Experience selling AI-related services or technology is a meaningful plus; comfort discussing AI strategy, implementation readiness, and workflow automation with skeptical technical buyers is increasingly central to this role
• Active listening over pitching: You resist the urge to sell immediately. You ask genuine questions, remember what people tell you, and make the other person feel heard
• Clear, jargon-free articulation of value: You can answer the question of what you do in a way that is memorable and relevant to the person in front of you
• Follow-up discipline: You have a consistent, timely follow-up system: a note within 24 to 48 hours, a useful resource, a specific callback to the conversation
• Genuine curiosity about people: You actually find people interesting
• Strategic event selection: You do not attend everything. You identify where your ideal clients actually are
• Giving before asking: You make introductions, share relevant insights on AI adoption or cloud strategy, and send useful resources without an immediate ask in return
• Comfort with ambiguity and patience: Networking-based pipeline is slow
• Confident, low-pressure presence: You do not come across as quota-driven or needy
• Memory and personalization: You remember what someone told you last time, or you review your notes before reconnecting
• Reputation management as a long game: You understand that your name circulates before you arrive
• Willingness and ability to travel for three to four events per month, including one to two overnight or multi-day out-of-town trips
• Ability to travel by air as needed
• CRM proficiency in Salesforce, with clean and consistent pipeline management habits
• Comfortable using LinkedIn Sales Navigator for research, relationship tracking, and outreach
• Familiarity with proposal or SOW development is a plus

Benefits

• Base salary + commission on closed business
• Full coverage of travel and event expenses
• Employee Stock Ownership Program (ESOP): you own a piece of what you are building
• Collaborative support from Soliant's practice leads during the sales process; you will not be scoping deals alone
• Remote work environment
• Group vision, dental, and health benefits
• Vacation policy and flexible work schedule that encourages personal pursuits and a healthy work-life balance
• Parental leave benefits
• Employee Assistance Program
• Remote work equipment and services stipend
• Generous 401(k) employer match
• Employee stock ownership
• Encouragement of regular professional development and training

Company Overview