Business Development Representative

We're looking for a Business Development Representative for the EMEA market to drive new customer acquisition across two connected channels: opportunities sourced through our AWS Partner relationship, and opportunities you generate yourself through direct outbound, inbound handling, and our broader partner ecosystem.

This is a dual-mandate role. You'll be measured on both the volume/quality of self-sourced pipeline and on how effectively you convert AWS-sourced leads into qualified, deployable opportunities.

Success in this role means consistently creating qualified pipeline through both partner-sourced and self-generated opportunities, while ensuring every lead progresses quickly and professionally through the qualification process.

The Two Pillars of This Role

1. Partner Channel

• Work opportunities sourced through the AWS partner relationship (APN/ACE) from Prospect through Qualified, coordinating hand-off to the account/solutions team for Technical Validation onward.
• Partner directly with our AWS Partner Development Manager (PDM) to prioritize and triage co-sell leads.
• Register, update, and maintain AWS-sourced opportunities in AWS Partner Central, keeping stage and deal data accurate.
• Build enough fluency in AWS programs (e.g. funding/MDF, co-sell motions) to recognize which leads qualify and flag them promptly.
• Track and report on AWS-channel conversion — from AWS referral to CloudHero-qualified opportunity to workload deployment.

2. Direct & Multi-Partner Outbound

• Prospect, build, and maintain a list of high-value target accounts, independent of the AWS channel.
• Manage a high volume of daily outbound emails and calls to targeted leads.
• Manage a high volume of daily inbound leads from marketing and from our non-AWS partner network.
• Create personalized, account-specific outreach rather than generic templates.
• Use social selling to expand network and surface new opportunities.
• Provide exceptional customer service to inbound inquiries, qualifying them from raw inquiry to pre-qualified opportunity.

Shared Across Both Channels

• Document and track every lead and opportunity in the CRM, with clean stage hygiene.
• Clearly articulate CloudHero's value proposition, adapting the pitch to whether the customer arrives via AWS or direct.
• Research target accounts to identify business initiatives, cloud adoption opportunities and relevant stakeholders before outreach.
• Qualify opportunities against CloudHero's Ideal Customer Profile and agreed qualification criteria.
• Build trusted working relationships with AWS Partner Development Managers and other strategic partners to increase referral quality and co-sell opportunities.
  

What You'll Add to CloudHero

• Proven lead generation and opportunity-creation experience, ideally spanning both self-sourced outbound and partner/channel-sourced pipeline.
• Experience working within a cloud or technology partner ecosystem (AWS, Azure, GCP, or similar) is a strong plus — you understand how partner-sourced leads differ from cold outbound.
• Excellent written and spoken English; proficiency in additional EMEA languages strongly preferred.
• Previous experience at a cloud infrastructure, Kubernetes, or software company is a plus.
• Technical aptitude to understand CloudHero's products and to explain them in clear, non-technical terms.
• Comfort working across two systems in parallel: our CRM and AWS Partner Central / ACE.
• An AWS accreditation such as AWS Cloud Practitioner (or willingness to obtain one within the first 90 days) is a plus.
• Strong organizational and time-management skills — you'll be running two pipelines with different rhythms and different definitions of “qualified.”
• Experience selling B2B technology solutions to mid-market or enterprise customers.
• Experience using LinkedIn Sales Navigator and modern prospecting tools.
• Experience working with Salesforce, HubSpot or similar CRM.

About CloudHero
At CloudHero, sales is about helping companies accelerate their path to infrastructure, DevOps, and data maturity.
We provide hands-on expertise, proven tools, and repeatable processes that enable secure, scalable, and cost-efficient cloud-native environments.
From one-time projects — such as migrations, data platform modernization, or infrastructure optimization — to ongoing DevOps enablement through fractional teams, we serve startups, SMBs, and enterprise digital hubs alike.

If interested, apply, and let’s start the conversation.