Job Description

Business Development Executive - GEM Australia LOCATION: MELBOURNE n

JOB DESCRIPTIO N

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a. Lead Generation & Outbound (Primary Focus)

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- Research and build target account lists by sector, company size, technology stack and hiring signals.
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- Run outbound across multiple channels: phone, email sequences, LinkedIn, events and partner introductions.
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- 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.
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- Book qualified first meetings for yourself and for the Business Development Manager.
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- Qualify inbound enquiries and route them to the right owner within 24 hours.
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- Test messaging every week and report what is landing with Australian buyers.
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- Attend Australian industry events, meetups and partner sessions, and follow up on every conversation within 48 hours.
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b. Opportunity Development & Closing

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- Run discovery calls to understand the business problem, the technical need, the budget and the decision process.
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- Prepare and present value propositions across AI accelerated software engineering, data and AI solutions, low code and no code platforms, and IT outsourcing.
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- Work with Presales and Technical teams to build proposals, run demos and scope proofs of concept.
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- Own your pipeline from lead to signature on smaller deals. Support the Business Development Manager on enterprise pursuits.
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- Keep every opportunity moving. Deals that go quiet get a plan or get closed.
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c. Account Management





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- Act as the main contact on the accounts you bring in once the contract is signed.
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- Track delivery progress with the Delivery team and deal with client feedback early.
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- Find and pursue upsell opportunities such as added scope and extra capacity, and cross sell GEM's other services.
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- Run regular business reviews with your clients.
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- Support renewals and rate reviews.
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d. Operations & Reporting

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- Keep the CRM current: pipeline stage, meeting notes, forecast and next action on every opportunity.
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- Report activity and pipeline weekly to the Business Development Manager.
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- Track competitor activity and Australian market pricing, and feed it back to the team.
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REQUIRED SKILLS AND EXPERIENCE

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- 3 years or more in IT sales: IT solutions, IT services, IT outsourcing, SaaS or technology consulting.
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- You have personally closed business with corporate clients and run your own outbound.
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- Experience selling into the Australian market, with an understanding of how Australian companies buy.
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- Unrestricted right to work in Australia.
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- Business level English, written and spoken.
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- Based in Melbourne.
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Technology Understanding

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- Familiarity with software applications, AI and ML applications, data engineering and analytics, low code platforms such as ServiceNow, offshore development, and QA and testing.
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- Enough knowledge to explore a business need and a basic technical requirement with a client, then work with Presales and Technical to develop it.
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- An understanding of Australian IT vendor selection: RFI, RFP, proof of concept, security review and SLA.
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Skills

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- Experience selling offshore or nearshore delivery, it's a must-have
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- Outbound that works. You are comfortable picking up the phone to someone who is not expecting the call.
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- Transparent written and spoken communication at a professional standard.
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- Self management. You set your own priorities and keep your own pipeline honest.
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- Confident with CRM and sales tooling: Salesforce, HubSpot, LinkedIn Sales Navigator, Apollo, Notion or equivalent.
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Preferred

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- Vietnamese or another Asian language for working with delivery teams.
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- An existing network in Melbourne or Sydney technology teams.
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PERKS n

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- Competitive base salary, negotiated on experience.
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- Uncapped commission on signed revenue, with quarterly KPI bonus and an end of financial year bonus.
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- Hybrid working after probation.
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- Funded travel to Vietnam and to GEM's other markets.
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- Sales training, technology training and personal development support.
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- A clear progression path reviewed every 6 months against real results.
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📌 Business Development Executive - GEM Australia (Melbourne)
🏢 GEM
📍 Melbourne