Remediation Team Lead – Hybrid in Canberra

What You Own:

• A qualified pipeline across ANZ. You identify the accounts worth pursuing, you do the qualification work, and you book our Regional Sales Manager into meetings that justify an hour of his time. The number of those meetings is the measure we care about most.
• Two live opportunities from week one. 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 hold a list of businesses that were in the market for ERP and did not proceed, and in most cases we know why. Your first campaign reopens those conversations, and you decide how it runs.
• Pipedrive as our global system of record. You own the quality of the data and the discipline around it, which means influencing how consistently the rest of the business uses it.
• The working relationship with IFS. You sit on fortnightly calls with their alliance team regionally and globally. What you bring back from those calls shapes which accounts we pursue jointly and which we leave alone.
• The industry message. You work with Marketing on how we position ourselves in each sector, because you hear the objections first and hear 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 is 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-meeting target 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 produced between four and seven quality opportunities for us last year, and we 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 are comfortable proposing a specific time and sending the invitation yourself, rather than waiting to hear back. You would rather design the campaign than receive it, and you want your name against the results either way. 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 through 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.

Before You Apply, Two Things To Weigh: