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About this role About us Plenit is a European cloud and IT Operating Platform that helps IT companies (resellers, MSPs, and IT distributors) become fully-fledged cloud providers. Founded in 2020 (originally as Jotelulu), Plenit brings together Sovereign Cloud services (Servers, Remote Desktop, File & Object Storage, Disaster Recovery), IT Management, a software Marketplace, and Go-To-Market enablement tools — all in one platform. Plenit is a member of CISPE and operates data centers across Europe, serving thousands of IT partners across more than eight countries in Europe and the Americas. We're looking for a results-driven Account Executive to own the full sales cycle for mid-to-large IT companies looking to build and grow their own cloud business on top of Plenit. The challenge As an Account Executive, you will drive new business growth by identifying, engaging, and closing strategic IT partners resellers, MSPs, and IT distributors who want to launch or expand a cloud offering under their own brand. You'll own your pipeline end-to-end, from qualified opportunity through negotiation and close, working closely with Presales, Marketing, and Partner Success to build long-term, high-value partnerships. This role carries a revenue quota and is central to Plenit's growth across its core European markets. Key Responsibilities • Own and manage a portfolio of mid-market and enterprise IT company prospects, building a healthy and predictable sales pipeline • Run consultative, solution-based sales cycles: discovery, business case building, proposal, negotiation, and close • Partner with Presales to design tailored solutions (Sovereign Cloud, IT Management, Marketplace) that fit each prospect's business model and client base • Develop and execute account/territory plans to hit and exceed quarterly and annual revenue targets • Negotiate commercial terms, pricing structures, and contracts with prospective partners • Build relationships with key decision-makers (owners, technical directors, commercial directors) at target IT companies • Collaborate with Marketing on outbound campaigns, events, and account-based marketing initiatives to fill pipeline • Accurately forecast revenue and maintain up-to-date opportunity data in the CRM • Ensure a smooth handover to Partner Success/Onboarding post-close, staying engaged to support early-stage partner growth and expansion/upsell opportunities • Represent Plenit at industry events, webinars, and partner meetings as needed • Stay current on the competitive landscape, cloud/IT channel trends, and Plenit's evolving product roadmap What We're Looking For Required: • 3–5+ years of experience as an Account Executive or full-cycle sales role in B2B tech, SaaS, cloud, or the IT channel • Proven track record of consistently meeting or exceeding sales quotas • Strong consultative selling skills, with experience running complex, multi-stakeholder sales cycles • Comfortable negotiating commercial terms and closing mid-to-large deals • Experience using CRM tools (HubSpot, Salesforce, or similar) for pipeline management and forecasting • Excellent communication, presentation, and relationship-building skills • Fluent in [Spanish/English/Portuguese/French adjust based on target market]; additional European languages a plus Nice to have: • Experience selling to IT resellers, MSPs, distributors, or system integrators • Familiarity with cloud infrastructure concepts (IaaS, virtual servers, storage, disaster recovery, VDI) • Background in channel/partner sales models

About this role The challenge As Senior Partner Development Manager for Portugal, you will be responsible for strengthening Plenit's partner ecosystem and driving the long-term success of our key technology partners across the Portuguese market. Your mission will be to help partners grow their businesses through Plenit's cloud and infrastructure solutions by defining joint growth initiatives, strengthening partner capabilities, and creating sustainable business opportunities for both Plenit and its partners. You will work closely with Managed Service Providers (MSPs), as well as IT integrators, VARs, distributors, consultancies, and other technology service providers. MSPs represent a strategic focus for this role, making previous experience developing and growing MSP relationships particularly valuable. This is a senior, partner-centric role focused on maximizing the value and commercial performance of Plenit's existing partner ecosystem. You will lead long-term collaboration with key partners through joint business planning, enablement initiatives, and regular business reviews, while also identifying selected new partnership opportunities that support Plenit's growth strategy. You will play a key role in shaping Plenit's commercial strategy in Portugal by leading Quarterly Business Reviews (QBRs), defining joint growth plans, identifying market opportunities, and providing commercial and competitive insights that strengthen our go-to-market approach. As part of the Sales organization, you will report directly to the Head of Sales and work closely with Marketing, Pre-Sales, Partner Success, Product, and Engineering to deliver a consistent partner experience and contribute to Plenit's long-term growth strategy. Requirements that are important for us We are looking for a Senior Partner Development Manager who understands the Portuguese IT channel and has a proven ability to build strategic partnerships that generate sustainable business growth. The ideal candidate combines strong commercial judgment with a consultative, partner-first mindset. They understand how technology partners grow their businesses and know how to create long-term value through collaboration, enablement, and structured growth initiatives. While we value experience across the broader technology channel, candidates with a strong MSP background and experience developing mature partner ecosystems will be particularly successful in this role. Relevant experience and expected outcomes • 7+ years of experience in partner development, channel management, alliance management, strategic account management, or similar roles within cloud, hosting, SaaS, or IT environments. • Proven experience developing long-term relationships with MSPs, ideally complemented by experience working with VARs, distributors, IT integrators, consultancies, or other technology partners. • Strong understanding of the Portuguese IT channel, indirect sales models, and partner ecosystems. • Experience defining and executing joint business plans, Quarterly Business Reviews (QBRs), and strategic growth initiatives with technology partners. • Demonstrated ability to increase partner engagement, business contribution, commercial performance, and long-term partner success. • Experience prioritizing partner portfolios and defining structured growth plans based on business potential. • Solid understanding of cloud technologies and related solutions, including IaaS, virtualization, backup and disaster recovery, remote desktop services, cybersecurity, and managed services. • Experience designing and delivering partner enablement initiatives. • Ability to generate market intelligence, identify commercial trends, and translate partner feedback into strategic recommendations. • Experience working in fast-growing technology environments where collaboration, autonomy, adaptability, and strategic thinking are essential. Key skills and expected impact • Own the strategic growth of a portfolio of technology partners across Portugal, maximizing their long-term contribution to Plenit. • Define and execute joint business plans with strategic partners, monitoring progress through regular Quarterly Business Reviews (QBRs). • Identify growth opportunities by understanding partners' business models, customer portfolios, and strategic objectives, increasing engagement, solution adoption, and commercial performance. • Prioritize growth initiatives based on business potential, strategic objectives, and market opportunities. • Lead partner enablement initiatives in collaboration with Marketing, Pre-Sales, and Partner Success, strengthening partners' commercial capabilities and supporting their long-term success. • Provide market intelligence and partner insights to influence commercial priorities, strengthen collaboration, and support the evolution of Plenit's go-to-market strategy. • Maintain structured partner plans and strong CRM discipline, ensuring visibility of strategic …

About this role The Challenge As a Technical Customer Success Engineer within the Partner Success team, you’ll play a key role as the first technical point of contact for our partners, supporting them in their day-to-day work with Jotelulu and helping them move forward in a fast, clear, and effective way. Your mission will be to quickly understand their technical and business context, respond to their needs, and directly contribute to improving their experience, driving their growth, and strengthening their relationship with the platform. You’ll be part of a team that is on the front line of partner relationships, combining direct support, technical expertise, and a consultative approach. You’ll be a key point of contact for handling calls, resolving functional and technical questions, and guiding partners through both problem resolution and the implementation of solutions on the platform. You’ll provide ongoing technical support and guidance, helping partners design, configure, and optimize their solutions on Jotelulu, from initial sizing through deployment and the ongoing evolution of their environments. You’ll have the autonomy to resolve incidents and queries that do not require escalation, providing speed and quality in every interaction. Collaboration will be key. You’ll work cross-functionally with technical and product teams to escalate and follow up on more complex cases, ensuring clear and continuous communication through to resolution. You’ll also contribute to identifying improvements based on partner feedback, helping evolve both the platform and our internal processes. You’ll also play an important role in developing and growing our partner base by identifying opportunities for optimization, service adoption, upselling, and retention. We’re looking for someone with a technical and problem-solving mindset, strong prioritization skills, and a genuine ability to build trust from the very first interaction. Requirements that are important to us We’re looking for a Technical Customer Success Engineer with experience in technical environments and direct interaction with customers or partners, who can combine technical knowledge, operational agility, and strong communication skills to support partners in their day-to-day operations and maximize the value they get from the platform. Relevant experience and expected outcomes • 2–5 years of experience in roles involving direct interaction with customers or partners in technical environments. • Experience in IT support, systems, technical pre-sales, infrastructure, or MSP environments. • Ability to quickly understand a partner’s technical context and identify needs, incidents, or opportunities. • Experience independently and efficiently resolving technical and functional queries. • Ability to design and propose solutions on the platform, including sizing, configuration, and basic service architecture. • Experience coordinating with technical teams on cases requiring escalation and following them through to resolution. • Ability to prioritize based on technical and business impact. • Experience identifying unstated needs and proposing technical improvements or alternatives. • Proven contribution to improving the partner experience, increasing platform adoption, and driving retention. Key Skills • Ability to build trust from the very first interaction, particularly in technical conversations. • Clear, structured, and solution-oriented communication. • Ability to translate technical needs into concrete, actionable solutions. • Strong problem-solving skills, with the ability to diagnose issues and propose solutions quickly and effectively. • Ability to prioritize and manage multiple cases in dynamic environments. • A partner-first mindset, with a focus on delivering value in every interaction. • Ability to identify opportunities for improvement, optimization, and service adoption. • Comfortable working collaboratively with technical and product teams. • A hands-on, proactive, and autonomous approach to problem-solving. We Especially Value • Experience working with partners, channel organizations, or resellers. • Experience in technical pre-sales or hybrid roles combining support and technical consulting. • Knowledge of or experience with cloud platforms or virtualized environments. • Experience with IT infrastructure, including networking, systems, and virtualization. • Familiarity with Windows Server, VPNs, and Remote Desktop environments. • Experience troubleshooting technical issues in production environments. • Comfortable working in environments with a high volume of interactions and ongoing support. Tools • Phone as a key communication channel with partners. • Jotelulu platform and related services. • Ticketing, case tracking, and incident management tools. • Windows Server, VPN, and Remote Desktop environments. • Internal documentation and knowledge management tools. • Collaboration channels for coordinating …