JOB DESCRIPTION
a. Lead Generation & Outbound (Primary Focus)
- Research and build target account lists by sector, company size, technology stack and hiring signals.
- Run outbound across multiple channels: phone, email sequences, LinkedIn, events and partner introductions.
- Watch the buying triggers that matter for our services: funding rounds, new CIO or CTO appointments, large engineering hiring pushes, legacy modernisation programmes, cost reduction mandates and AI initiatives.
- Book qualified first meetings for yourself and for the Business Development Manager.
- Qualify inbound enquiries and route them to the right owner within 24 hours.
- Test messaging every week and report what is landing with Australian buyers.
- Attend Australian industry events, meetups and partner sessions, and follow up on every conversation within 48 hours.
b. Opportunity Development & Closing
- Run discovery calls to understand the business problem, the technical need, the budget and the decision process.
- Prepare and present value propositions across AI accelerated software engineering, data and AI solutions, low code and no code platforms, and IT outsourcing.
- Work with Presales and Technical teams to build proposals, run demos and scope proofs of concept.
- Own your pipeline from lead to signature on smaller deals. Support the Business Development Manager on enterprise pursuits.
- Keep every opportunity moving. Deals that go quiet get a plan or get closed.
c. Account Management
- Act as the main contact on the accounts you bring in once the contract is signed.
- Track delivery progress with the Delivery team and deal with client feedback early.
- Find and pursue upsell opportunities such as added scope and extra capacity, and cross sell GEM’s other services.
- Run regular business reviews with your clients.
- Support renewals and rate reviews.
d. Operations & Reporting
- Keep the CRM current: pipeline stage, meeting notes, forecast and next action on every opportunity.
- Report activity and pipeline weekly to the Business Development Manager.
- Track competitor activity and Australian market pricing, and feed it back to the team.
REQUIRED SKILLS AND EXPERIENCE
Essential
- 3 years or more in IT sales: IT solutions, IT services, IT outsourcing, SaaS or technology consulting.
- You have personally closed business with corporate clients and run your own outbound.
- Experience selling into the Australian market, with an understanding of how Australian companies buy.
- Unrestricted right to work in Australia.
- Business level English, written and spoken.
- Based in Melbourne.
Technology Understanding
- Familiarity with software applications, AI and ML applications, data engineering and analytics, low code platforms such as ServiceNow, offshore development, and QA and testing.
- Enough knowledge to explore a business need and a basic technical requirement with a client, then work with Presales and Technical to develop it.
- An understanding of Australian IT vendor selection: RFI, RFP, proof of concept, security review and SLA.
Skills
- Experience selling offshore or nearshore delivery, it’s a must-have
- Outbound that works. You are comfortable picking up the phone to someone who is not expecting the call.
- Clear written and spoken communication at a professional standard.
- Self management. You set your own priorities and keep your own pipeline honest.
- Confident with CRM and sales tooling: Salesforce, HubSpot, LinkedIn Sales Navigator, Apollo, Notion or equivalent.
Preferred
- Vietnamese or another Asian language for working with delivery teams.
- An existing network in Melbourne or Sydney technology teams.
