Your role (no corporate nonsense version)
You’ll be the architect of alliances in Portugal.
Your mission is NOT to sell to companies.
It’s to win over those who sell to companies.
You’ll find Portuguese MSPs and IT integrators with real potential, engage them with demos that make sense, turn them into active partners, and guide them until that glorious first invoice.
You’ll report to the Sales Manager. You’ll collaborate closely with Marketing (to fill the pipeline), Pre-Sales (to design technical solutions), and Partner Success (to make sure no one gets lost along the way).
ARR targets are ambitious. But achievable. And worth celebrating.
A normal day in your life (that will be anything but normal)
Detective Mode: finding partners where others don’t look
Smart outbound sales: LinkedIn, email, calls, and local events across Portugal.
Surgical prospecting of MSPs and IT integrators who want a provider that doesn’t give them headaches.
Lead qualification: separating the wheat from the chaff (fast).
Work hand in hand with Marketing on local events, webinars, and roadshows in Lisbon, Porto, or wherever the good opportunities are.
Because the best pipeline is built face-to-face.
Showtime: demos that convert
You’ll present solutions by vertical — retail, hospitality, construction, professional services, industry…
You’ll show them how to monetize each service (because a partner who doesn’t make money, isn’t really a partner).
You’ll handle the entire sales cycle: discovery → demo → proposal → close → onboarding.
Monthly target: demos delivered + conversion rate above 30%.
It’s not magic — it’s method.
Liftoff: activation and first euros
You’ll accompany each partner until their first billing (your favorite KPI).
You’ll work with Pre-Sales to build technical solutions: DRaaS, RDS, Storage, Marketplace bundles.
You’ll provide close follow-up during the first weeks — because beginnings matter.
Growth: growing together or not at all
You’ll design expansion plans to increase wallet share.
You’ll drive strategic cross-sell: if they started with VMs, why not RMM or cybersecurity?
You’ll keep churn below 5% (spoiler: the secret is not disappearing after the deal closes).
You’ll participate in quarterly QBRs — numbers, learnings, next steps.
Teamwork: because no one wins alone
Constant feedback with Marketing on campaigns and lead quality.
Direct input to Product and Engineering (yes, Sales is actually heard here).
Pipeline always up to date in Salesforce, with accurate forecasting and full transparency.
You’ll represent Jotelulu in Portugal at trade fairs, vendor events (Microsoft, Fortinet, Cisco, Sage, etc.), and joint demos with local partners.
You’re our ideal AE if…
✅ You have 5-7 years of B2B sales experience (cloud, hosting, IT channel… that world).
✅ You’ve worked with and activated real partners (MSPs, VARs, distributors).
✅ You understand IaaS, virtualization, backup/DR, remote desktop without your brain overheating.
✅ Salesforce, Apollo, and Power BI are tools, not random buzzwords.
✅ You can talk tech with engineers and business with CEOs — and switch tone naturally.
✅ You value long-term relationships more than “close and forget” deals.
You’ll win our hearts (and probably the job faster) if…
You come from companies with a strong presence in Portugal like Claranet, Arsys, IONOS, Gigas, OVHCloud, or Grupo Aire.
You’re fluent in Portuguese and English (and if you also speak Spanish or French, you’re a unicorn).
Traveling around your region (Lisbon or nearby) energizes you rather than drains you.
Data guides you, autonomy defines you, and fast growth excites you.
