Business Development Manager – GEM Australia

LOCATION: MELBOURNE

JOB DESCRIPTION

a. Lead Generation & New Business (Primary Focus)

Build and own the Australian target account list. Start with 100 named accounts across financial services, insurance, retail, logistics, healthcare and government adjacent sectors, with the buying trigger identified on each.
Generate qualified opportunities yourself through outbound calling, email sequences, LinkedIn, referral partners, industry events and executive roundtables.
Run first meetings and discovery sessions with CIOs, CTOs, IT Directors, Heads of Engineering, Heads of Data and procurement.
Convert discovery conversations into paid entry work: paid discovery engagements, proofs of concept and pilot pods.
Build referral and channel relationships with Australian systems integrators, consultancies and ISVs who subcontract delivery.
Represent GEM at Australian industry events, vendor showcases and partner forums.
Keep qualified pipeline coverage at 3x the quarterly target.

b. Deal Shaping & Closing

Lead commercial negotiation on enterprise and mid market opportunities.
Work with Presales and Delivery in Vietnam to shape solutions, build proposals, run demos and scope proof of concept work.
Price to the agreed rate card and margin floor. Escalate anything below the floor before it reaches the client.
Respond to RFIs, RFPs and tenders, including panel applications where they apply.
Negotiate MSAs, statements of work and work orders alongside legal.

c. Account Growth

Hold the primary relationship on signed accounts and grow them through additional scope, extra capacity and new service lines.
Run quarterly business reviews with client stakeholders.
Work with Delivery so that what was sold is what gets delivered.
Own renewals and rate reviews.

d. Team, Market & Reporting

Recruit, coach and lead the Australian business development team as the market grows.
Set the pipeline process, CRM standards and weekly reporting rhythm.
Report pipeline, forecast and signed revenue weekly to the Group Board.
Feed market intelligence back to Vietnam: pricing, competitor moves, and what Australian buyers ask for that GEM does not yet offer.

REQUIRED SKILLS AND EXPERIENCE

Essential

7 years or more selling IT services, IT outsourcing, software engineering services, SaaS or digital transformation consulting.
A track record of personally opening new accounts in the Australian market. You will be asked to name them at interview.
Evidence of hitting or beating a revenue number, with the numbers to back it.
Experience selling offshore or nearshore delivery to Australian buyers, including how to answer the objections that come with it.
Unrestricted right to work in Australia.
Business level English, written and spoken.
Based in Melbourne or Sydney, or able to be in Melbourne/Sydney as per request.

Australian Market Knowledge

How Australian enterprises buy technology services: RFI, RFP, panel arrangements, vendor onboarding, security review and SLA negotiation.
What Australian buyers test on offshore delivery: data residency, information security, ISO 27001, the Essential Eight and the Australian Privacy Principles.
For financial services clients, an understanding of APRA CPS 230 and CPS 234 outsourcing obligations is a strong advantage.
Public sector procurement experience is useful, including panel arrangements and IRAP assessed hosting.

Technology Understanding

Familiarity with Software Development, AI accelerated IT modernization, Data Enginering, AI and ML applications, low code platforms such as ServiceNow, offshore development, managed services and QA.
Enough depth to qualify a technical requirement in the room and to brief Presales properly afterwards.

Skills

Cold outreach that works. You are comfortable opening a conversation with someone who has never heard of GEM.
Presentation and negotiation at C-suite level.
CRM discipline in Salesforce, HubSpot or equivalent. Your pipeline is accurate every week.
Self direction. Nobody will hand you a lead in month 1.
Working across time zones with delivery teams in Vietnam, which sits 3 to 4 hours behind Melbourne.

BENEFITS

Competitive base salary, negotiated on experience.
Uncapped commission on signed revenue, paid against a published commission plan.
Hybrid working mode after probation.
A direct line to the Group Board. Pricing and scope decisions get made in days.
Funded travel to Vietnam to work with the delivery teams you are selling.
Budget for training, industry events and memberships.