IT Sales and Marketing 2015-16

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MARKET REPORT || IT SALES & MARKETING

Australian Technology Recruitment

Market Insights & Salary Guide 2015-2016

IT Sales & Marketing




These survey results are recognised throughout the Australian IT industry as an accurate representation of the industry and a market leading source of quality insights and opinions.

All survey responses, comments and insights have been consolidated for this Australian IT Recruitment Market Insights and Salary Guide 2015-2016. This survey was carried out during June-July 2015 and distributed via an online questionnaire. Greythorn received 3112 responses.

Disclaimer:

The remuneration tables are supplemented with data and market information that Greythorn has access to. The results are provided as generic market information only. Greythorn does not make any warranties regarding the use, validity, accuracy or reliability of the results and information obtained. Greythorn will not be liable for any damages of any kind arising out of or relating to use of this information.

ContentsExecutive Summary 3

Market Report 5

Salary Guide 9

About Greythorn 11

Contact us 11




Executive Summary

The explosion of new world IT has seen demand increasing in the IT Sales and Marketing sector. We are seeing growth in Big Data, SaaS, Cloud and Digital as well as increased demand for those with e-commerce and retail sector knowledge.

Key projects in this sector in the coming 12 months will focus on Digital, e-commerce, integration and Cloud. These will include significant Big Data and Cloud enablement projects with very tight turnarounds, phased in nature rather than the lengthy implementations of the past. These projects will all involve engaging directly with the potential customer in the early stages to dynamically shape the scope and deliver quick wins throughout the numerous implementation milestones. The rise in these kinds of projects means that infrastructure and hardware sales professionals will need to upskill to stay relevant in the market.

Market trends set to take effect include sales team restructures as the market shifts to SaaS and Cloud based offerings. There is also set to be a greater focus on employing people with sales skills, as a discipline alone, rather than those with IT experience, while 1:1 sales to presales is becoming more common. New business hunters also remain highly sought after. Industries set to expand include banking & financial services, retail, e-commerce and utilities/energy.

As part of this growth the IT Sales and Marketing sector is also set to feel the squeeze from the encroachment of mid market competitors into the enterprise

sector. No longer can enterprise partners be complacent as a new breed of competitors emerges with the ability to be more responsive with a lower cost base.

When it comes to skills in demand, the majority of IT Sales roles now have either a 100% new business acquisition focus or a mixture of both (50/50) at the very least. Of particular importance is the ability to analyse a customer requirement with a technology agnostic approach. Those professionals in demand include:

• Challenger Profile: trusted adviser and market expert in their field.

• Technically Savvy: this sales person can run engagements with a lean resource requirement. They are quick to build trust through an immediate understanding of technology challenges and favour an empathetic approach.

• Technology Evangelist: this professional knows the technology currently in the market place and its competitors, and can talk about the pros and cons of each option. This person is passionate about new technology and solutions.

As always solution selling and problem solving remain valued skills. Those who have achieved 120% of target per year or better will find themselves quickly snapped up as will those with an energetic and positive outlook who are self-motivated and autonomous. The ability to negotiate and influence change within a company as well as with customers will also be highly valued.

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MARKET REPORT || IT SALES & MARKETING (continued)


In line with this demand we are set to see skills shortages when seeking those with new business skills and Cloud, SaaS and enterprise software experience. To combat this Greythorn recommends, where possible, investing more in hiring sales talent at the graduate to mid level, with clear and defined professional development programs.

When it comes to remuneration, as it is becoming harder to attract top “A” grade sales professionals, more companies will offer sign on bonuses of between $10,000 and $20,000, guaranteed commissions for 3-6 months, increased sales of 20-30%, lower targets with higher OTEs or flexible working arrangements to secure top talent. This fits well in the market, with flexible working arrangements and an annual bonus scheme being the number one most desired benefits in the Greythorn survey. The sellers will be differentiated by whether they are “farmers” or “hunters”, with the “hunters” being paid a higher commission ratio to the farmers.

Those seeking new opportunities need to be prepared for interviews. This means having a strong value proposition, a clear idea of your reasons for moving roles and what you are seeking in the new role. Job seekers also need to be prepared to discuss major achievements and losses, including what you learned from them.

Those looking to hire in this environment will need to promote their company’s unique selling proposition when interviewing potential employees. It is also important to consider a different hiring process for hiring these professionals. We recommend starting the recruitment process with an ‘informal coffee’ as the vast majority of high achievers are passive job seekers and not active in the job market.

Elena Shpak Associate Director




How satisfied/engaged are you in your current role?

Number of IT Sales and Marketing professionals working over 41 hours per week.

Very Fairly Not veryNeutral

30 %% 38 %16 %16

66%

Very insecure Insecure Secure Very secure

%56 %15%25%4

How would you rate your current job security?




When was your last salary review?

Within thepast month

2 - 3months

4 - 6months

7 - 9months

10 - 12months

12+months

No salaryreview

%8 %7%10 %13 %20%15 %27

How has your overall remuneration increased in the last 12 months?

0% 1 - 3% 4 - 5% 6 - 10% 11 - 15% 15%+

%1%45 %17 %8 %17 %12

What do you anticipate will happen with contract rates in the next 12 months?

Decrease

Increase

14%86%




Which of the following benefits are included in your current package?

%58%39%53

Gymmembership

Other

Training

Additonalsuperannuation

Health care

Flexibleworking Annual

bonus scheme

20+HolidaysSalary

sacrifice

Health care

Shareincentivescheme

%35

%28%31

%25%14

%18%16Extendedmaternity/

paternity leave

%12 %12%6

Paidstudy leave

What benefits do you rank important when considering a new role?

Flexible working

Over 20 days holiday

Training

Flexible benefits

12

34

5

Annual bonus scheme $




IT Sales & Marketing

Salary Guide 2015-2016


SALARY GUIDE NSW VIC

PERMANENT $000 per annum (incl. super)

Role Junior Intermediate Senior

Account Manager (Base) 90 80 150 130 205 180

Account Manager (OTE) 185 160 300 260 405 350

BDM - Software/Services (Base) 105 90 175 150 255 220

BDM - Software/Services (OTE) 205 180 345 300 575 500

BDM - Telecom (Base) 90 80 140 120 220 190

BDM - Telecom (OTE) 205 180 290 250 405 350

BDM Hardware/Infrastructure (Base) 85 75 155 135 215 185

BDM Hardware/Infrastructure (OTE) 175 150 310 270 405 350

Head of Sales 175 150 255 220 345 300

Head of Sales (OTE) 405 350 575 500 690 600

Marketing Director 175 150 255 220 320 280

Marketing Director (OTE) 255 220 320 280 370 320

Marketing Manager 150 130 205 180 255 220

Marketing Manager (OTE) 205 180 290 250 345 300

Pre-Sales (Base) 105 90 175 150 230 200

Pre-Sales (OTE) 195 170 230 200 290 250

Product Manager (Base) 90 80 175 150 220 190

Product Manager (OTE) 255 220 265 230 275 240


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PERMANENT $000 per annum (incl. super)

Role Junior Intermediate Senior

Sales & Marketing Manager (Base) 80 70 140 120 255 220

Sales & Marketing Manager (OTE) 205 180 345 300 520 450

Sales Channel Manager (Base) 85 75 150 130 185 160

Sales Channel Manager (OTE) 185 160 275 240 320 280

Sales Director (Base) 150 130 205 180 345 300

Sales Director (OTE) 230 200 405 350 575 500

Sales Engineer (Base) 115 100 175 150 230 200

Sales Engineer (OTE) 230 200 265 230 290 250

Sales Support (Base) 70 60 100 85 110 95

Sales Support (OTE) 80 70 110 95 115 100

Telemarketing Manager (Base) 90 80 115 100 140 120

Telemarketing Manager (OTE) 150 130 160 140 175 150

Telesales Representative (Base) 60 50 85 75 100 85

Telesales Representative (OTE) 90 80 110 95 125 110

VP Sales 175 150 255 220 345 300

VP Sales (OTE) 405 350 575 500 690 600

SALARY GUIDE NSW VIC


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About GreythornGreythorn is a market leading IT and Technology recruitment agency. As true IT specialists our consultants are subject matter experts in their verticals which is reflected in their industry knowledge and ability to determine candidate suitability based on their skills and experience in a very short time.

Specialisations:

• Architecture

• Business Intelligence and Data Warehousing

• Big Data and Data Analytics

• DevOps

• Digital and Mobile

• Infrastructure, Networks and Support

• IT Sales and Marketing

• IT Security, Compliance and Risk

• IT Executive – CIO, CTO and IT Manager

• Project Managers and Business/Systems Analysts

• SAP/ERP/CRM

• Software Development, Testing and QA

Greythorn’s IT Sales and Marketing consultants cover both technology vendor and consultant markets. With over 20 years combined experience in this field, whether you are looking for the perfect candidate or seeking a new opportunity, why not speak to the IT Sales and Marketing experts.

SYDNEY

Level 7, 50 Margaret Street Sydney NSW 2000 Australia

t: +61 2 9249 8000 e: [email protected] w: www.greythorn.com.au

MELBOURNE

Level 15, 356 Collins Street Melbourne VIC 3000 Australia


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CANBERRA

Level 5, 10 Rudd Street Canberra ACT 2601 Australia



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IT Sales and Marketing 2015-16