Business Development Manager – Salesforce Services

At Soliant Consulting, our mission is to build and deliver custom business solutions that help our clients streamline their operations and work. We work with growing SMBs and midsize businesses that need strategic technology to take the next step and sustain their business evolution.

Our team is looking for a Business Development Manager to support our growing Salesforce Practice. This position offers the flexibility of remote work, with one day per week in our Chicago West Loop office and as needed for client or internal meetings. Note that you must be able to work in the United States; we do not sponsor visas at this time. This is not a contractor or C2C role.

As the Salesforce Business Development Manager, you are responsible for generating leads and landing consulting work for Soliant's Salesforce practice. You will conduct outreach, attend events, network with business decision-makers, and work with marketing to achieve target sales goals within a set time frame.

What You'll Do

Pipeline Development

• Proactively identify, qualify, and close new consulting opportunities through networking, industry events, cold outreach, and referral relationships.
• Build your professional reputation and the Soliant brand through active LinkedIn presence, referral networks, and consistent visibility in the Salesforce and broader technology community.
• Manage inbound leads generated through marketing channels alongside self-sourced opportunities.
• Own the full sales cycle from lead generation through contract execution and handoff to the delivery team.
• Attend 2-3 industry events per month, including 1-2 overnight or multi-day trips, as a primary pipeline driver.

Networking and Event Attendance

• With the support of our sales coordinator, identify events where your ideal clients (Salesforce decision-makers, ecosystem partners, and technology leaders at SMBs and mid-market companies) are actively present and engaged.
• Approach each event with a clear engagement plan, including pre-scheduled meetings where possible, prioritizing conversations with business decision-makers, and leave with qualified contacts and relationships worth nurturing toward future opportunities.

Salesforce Partner Relationship Management

• Build and maintain trusted relationships with Salesforce Account Executives as a primary source of high-quality referrals and co-selling opportunities.

• Position Soliant as the go-to implementation partner for Salesforce AEs serving SMB and mid-market clients.

• Actively collaborate with Salesforce AEs on in-flight opportunities by participating in joint discovery conversations, supporting proposal development, and aligning on client expectations to ensure smooth co-selling experiences.

• Attend Salesforce-hosted events, partner summits, and regional meetings to maintain ecosystem visibility.

• Track and nurture AE relationships with the same discipline applied to client relationships.

Consultative Selling

• Establish trust during the sales phase to build a foundation for our Trusted Advisor approach to long-term client relationships.
• Craft personalized outreach strategies for each offering and their value propositions while leveraging Soliant's technical capabilities.
• Deliver sales presentations and demonstrations.

• Sell phased implementation approaches that scale with client growth.
• Teach prospects and new clients about our software development process and how we deliver value to clients.

• Collaborate with technical teams to translate complex project details for non-technical buyers.

• Draft proposals, negotiate contracts, and set accurate expectations for the delivery team.

Sales Operations

• Develop and execute sales strategies with the VP of Sales and broader sales team.

• Maintain accurate pipeline and activity records in CRM.

• Meet quarterly and annual quota expectations with a target 20% close rate on sales-qualified leads.

What You Bring

• 5+ years selling custom development services, with specific experience selling Salesforce consulting and development services.
• Proven track record of self-sourcing pipeline through events, networking, and relationship development, as this is not an inbound or SDR-supported role.

• Existing network within the Salesforce ecosystem, including relationships with Salesforce AEs.

• Demonstrated experience in co-selling or referral-based selling with Salesforce AEs.

• Ability to articulate technical capabilities and custom development value propositions to both technical and business buyers.
• Proven ability to close multi-phase development deals, helping set the right expectations for the consulting team that follows.

• Willingness to travel 1-2 times per month, including overnight trips.

• Hands-on proficiency with Salesforce.