Business Development Representative - Remote

INFOCONSULTING AUSTRALIA

Business Development Representative

Own the Entire ANZ Funnel

IFS Cloud  ·  Australia & New Zealand  ·  Fully remote  ·  $95,000–$110,000 base + 12% super  ·  $125,000–$140,000 OTE

We currently have an opportunity in our ANZ pipeline worth approximately $900,000, and a second engagement that has been scoped and is waiting on a formal response. Neither of them has anyone dedicated to moving them forward, and that is the first thing this role changes.

Why This Role Is Open 

InfoConsulting is a pure-play IFS Cloud partner. We sell, implement and support one product across project-, asset- and service-intensive industries — mining, construction, utilities, manufacturing and engineering services. The global business has been doing this for more than twenty years across nine offices, while the Australian business is four years old, and most of what we have won here has come through referrals, industry events and relationships we already had.

That has worked well for us so far, but it depends on the right opportunities finding their way to us. What we do not yet have is a consistent method for identifying and qualifying the accounts worth pursuing across Australia and New Zealand, ideally before they go to market. This role is that method, and at present it is the whole of it.

We have run this role before, and we have used what we learned to set it up more carefully this time. Your tools are configured and tested before your first day, your measures are written down before you accept, and you will have a short structured review every two weeks from week one rather than a single assessment at day 90. You should not be guessing at what we expect, and you should not be waiting on anyone else to unblock you.

What You Own

• A qualified pipeline across ANZ. You identify the accounts worth pursuing, you do the qualification work, and you pass our Regional Sales Manager meetings that justify an hour of his time. The number of those meetings is the measure we care about most.
• Two live opportunities from your first week. Both are genuine and both are warm — one has already been reported internally as a qualified opportunity, and the other is scoped and awaiting a formal response.
• Eight accounts that stalled. We have a list of businesses that were in the market for ERP and did not proceed, for reasons we understand in most cases. Your first campaign is the one that reopens those conversations.
• Pipedrive as our global system of record. You own the quality of the data, and you also own the discipline around it, which means influencing how consistently the rest of the business uses it properly.
• The working relationship with IFS. You will be on fortnightly calls with their alliance team both regionally and globally, and the intelligence you bring back from those calls determines which accounts we pursue jointly and which we stay away from.
• The industry message. You work with Marketing on how we position ourselves in each sector, because you are the person hearing the objections first and hearing them most often.

What Good Looks Like

At 90 days

• Every cadence is running as intended, fortnightly with IFS and monthly with our partners and advisors.
• Both inherited opportunities have a documented next step, and neither has been allowed to go quiet.
• The stalled-account campaign is live, the contact data has been refreshed, and the first meetings are booked.
• You can explain the difference between ERP, EAM and FSM and who buys each of them, using our own accounts as the examples. We review this with you at day 30.
• You are meeting the monthly qualified-meetings target that we set with you in week one.

At 12 months

• You have met that monthly target in at least nine of the twelve months.
• You have run one industry event from planning through to follow-up. IMARC generated between four and seven quality opportunities for us last year, and we would expect you to improve on that.
• Any account showing a surge in our intent data is in an active sequence within 48 hours.
• Pipedrive is accurate enough that our Managing Director can forecast from it without calling you to check.

You Will Do Well Here If

• You are comfortable proposing a specific time and sending the invitation yourself, rather than waiting to hear back.
• When an account stops responding altogether, and two of ours have, you treat it as something to be worked out rather than something to move past.
• You maintain relationships with partners and advisors during the months when there is nothing to sell them, because you understand what those relationships are worth later.
• You can build a client-ready deck without assistance, and you can take a list into Excel and work out what it is telling you.
• You want to understand why something is happening before you decide what to do about it.
• You work well without daily supervision and without colleagues doing the same job alongside you.

This Role Is Not For You If

• You perform best inside a well-built sales operation. There is no BDR team here, no daily stand-up, no sequence written by somebody else and no leaderboard. If that structure is what makes you effective, you will find this role considerably harder than it looks.
• You want the role to be booking meetings and nothing more. Roughly two hours of your week goes on CRM maintenance and reviewing tender portals. It is not interesting work and there is nobody to hand it to.
• You need colleagues nearby. This role is fully remote, you are the only BDR in the business, and the marketing function you report into is still being built out around you. Some of your calls with IFS and with our head office in Poland fall outside Australian hours.

What We Pay, And What Comes With It

$95,000 to $110,000 base plus 12% superannuation, with variable earnings of up to $30,000 on meetings and pipeline, giving on-target earnings of $125,000 to $140,000. That base sits above roughly nine in ten advertised BDR roles in Australia.

We have not set your monthly meetings number yet. We will set it with you in week one, in writing, and it will not move for six months. We would rather tell you that now than publish a figure today and revise it in March.

• Your full stack — Pipedrive, Apollo, ZoomInfo, Outreach, Demandbase and Sales Navigator — is provisioned and tested before your first day, and somebody in the business has their name against that.
• A written review every two weeks from week one, against five measures you will have seen before you accept.
• A career conversation at day 90. This role has a ceiling, and the next step from it is Account Manager or Regional Sales.
• Travel to IMARC, Mainstream and the NZ Water Conference, with the follow-up work yours to run.

We hire from anywhere in Australia. We publish the salary. We do not ask for a degree. Every candidate completes the same exercise and is scored against the same written criteria.

About Us

We are the Australian arm of a consultancy founded in Poland that has been implementing IFS for more than twenty years, from nine offices across nearly twenty countries. IFS named us their Channel Partner of the Year, and we hold Elite Partner status with them.

For you, that means two things in practice. The vendor takes our calls, at both a regional and a global level. And you are selling work that has a reference list behind it rather than a proposal in front of it.

Our office is on Edward Street in Brisbane, and you do not need to live near it.

How To Apply

Submit your CV and a short note through this portal. In the note, answer one question: which project-, asset- or service-intensive industry do you know best, and how do you know it? Half a page is plenty, and the whole application should take you about fifteen minutes.

1. Screen — 30 minutes. We are checking two things: that you can work in PowerPoint, Excel and SharePoint without assistance, and that your exposure to these industries is direct rather than adjacent.
2. Hiring manager interview — 45 minutes, with Kevin Richards, our Regional Sales Manager. How you have moved a deal forward on incomplete instructions, and how you have worked with a marketing or partner team on something you shared responsibility for.
3. Practical assessment — approximately two hours, in your own time. You build a short client-ready deck and a simple pipeline sheet, and answer some questions on ERP, EAM and FSM. There is a short behavioural questionnaire attached to it. You receive the brief in advance. This is the stage that decides it.
4. Final conversation — 45 minutes, with Brooke Brown from our HR team and Jon O'Brien, our Managing Director. Expectations in both directions, so come with questions about the last twelve months.

The whole process takes about three weeks. If the answer is no, we will tell you why.