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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. 

BENEFITS

• Competitive base salary, negotiated on experience. 
• Uncapped commission on signed revenue, with quarterly KPI bonus and an end of financial year bonus. 
• Hybrid working after probation. 
• Funded travel to Vietnam and to GEM’s other markets. 
• Sales training, technology training and personal development support. 
• A clear progression path reviewed every 6 months against real results. 

CONTACT

• Send CV to: [email protected]
• Hotline: +842466666100 (Recruitment Team)
• Facebook GEM Careers: https://www.facebook.com/tuyendungGEM
• Linkedin GEM Careers: https://www.linkedin.com/company/gem-careers-hiring/