Business Development Manager – GEM Australia

About the role

GEM is hiring a Business Development Manager for its Australian business, based in Melbourne. The role leads generation of new business and growth of existing accounts, working closely with presales and delivery teams in Vietnam. It suits a sales leader with 7+ years of experience selling IT services to Australian buyers.

Key responsibilities

• Build and own the Australian target account list, starting with 100 named accounts, and generate qualified opportunities through outbound calls, email, LinkedIn, referrals, events and executive roundtables
• Run discovery sessions with CIOs, CTOs, IT Directors and other decision makers, and convert them into paid discovery, proofs of concept and pilots
• Negotiate enterprise and mid-market deals, price to the agreed rate card and margin floor, and respond to RFIs, RFPs and tenders
• Work with presales and delivery in Vietnam on proposals, demos and scoping, and escalate anything below the margin floor
• Hold the primary relationship on signed accounts, run quarterly business reviews, manage renewals and rate reviews, and ensure what is sold is delivered
• Recruit, coach and lead the Australian business development team, set the pipeline process and CRM standards, and report pipeline, forecast and signed revenue weekly to the Group Board
• Share market intelligence with Vietnam on pricing, competitors and buyer needs

Required profile

• 7 years or more selling IT services, IT outsourcing, software engineering services, SaaS or digital transformation consulting
• Track record of personally opening new accounts in Australia, with evidence of hitting or beating revenue targets
• Experience selling offshore or nearshore delivery to Australian buyers and handling related objections
• Unrestricted right to work in Australia and business-level English
• Based in Melbourne or Sydney, or able to be there as requested

Required skills

• Knowledge of how Australian enterprises buy technology services, including RFI/RFP, panel arrangements, security reviews, SLAs and ISO 27001
• Familiarity with software development, AI-accelerated modernization, data engineering, low-code platforms such as ServiceNow, managed services and QA
• Cold outreach, C-suite presentation and negotiation, and CRM discipline in Salesforce, HubSpot or equivalent
• Ability to work across time zones with delivery teams in Vietnam

What we offer

• Competitive base salary negotiated on experience
• Uncapped commission on signed revenue against a published plan
• Hybrid working after probation
• Funded travel to Vietnam and a budget for training, events and memberships