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LOCATION:
MELBOURNE

Job Description
• 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.
• 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.
• 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.
• 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. Essential REQUIRED SKILLS AND EXPERIENCE
• 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 transparent 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/

📌 Business Development Executive – GEM Australia (Melbourne)
🏢 GEM Careers
📍 Melbourne