Channel Manager (US, West Coast)

About Origina
Origina is a rapidly growing global challenger technology company on a mission to stop unnecessary technology change by helping enterprises to extend, protect and enhance their software assets. We believe organisations should be free to run their systems for as long as they choose - without being pushed into costly, unwanted upgrades that don’t align with their strategy, so we step in to provide an alternative from the original vendor.

We’re scaling fast, with a clear path to €0.5 billion in the next five years, and expanding our presence across Europe, the US, and Australia. As a leading force in independent enterprise software support, we help the world’s largest organisations take back control of their technology roadmap and unlock genuine commercial freedom.

If you’re energised by growth, excited by change, and motivated to help customers challenge long-standing industry norms, this is the team to join. At Origina, you’ll be part of a bold, fast-moving global business where your impact will be felt immediately.

The Role

We have an exciting opportunity for a Channel Sales Manager to help us grow & manage our channel partner base in the West of North America. The right candidate will be sales driven, partner-focused, entrepreneurial, and has a proven track record of channel partner sales excellence.

• Partner Recruitment and Enablement:
  • Recruit, enable, and manage partners, effectively articulating the requirements, expectations, and benefits of the Partner Program
  • Schedule and implement a 90-day Onboarding Plan with follow-up ad hoc sessions to augment partner training
• Relationship Building:
  • Build strong relationships with channel partners to generate revenue and opportunities
  • Develop a cohesive business plan for the partners and execute effectively against that plan
• Collaboration and Pipeline Development:
  • Team up with channel partners to build pipelines and assist the enterprise sales team in closing deals through partners
  • Initiate lead generation programs with selected partners
  • Leverage social media to bi-directionally promote and drive the Origina partnership, goals, and objectives
  • Build strong working relationships with sales, field events, and marketing
• Outbound and Inbound Calls:
  • Work with assigned partners to generate prospective customers through sales campaigns, promotions, and account mapping activities
  • Respond to partner requests and ensure proper field and inside sales alignment in partner end-user opportunities
  • Track, monitor, and support partner pipeline development
  • Provide marketing and sales collateral, respond to channel inquiries about products, channel programs, and promotion.
  • Consistently articulate Origina's value proposition to assigned partners

About you

• 10+ years proven experience managing channel partners and/or SI’s in the North American technology industry (or working closely with partners while in an Account Exec role)- Specifically the western region. 
• IBM/HCL software knowledge and/or VMware knowledge is an advantage but not essential.
• Experience having sold technology services to end customers is an advantage
• Experience in facilitating onboarding and enablement activities for channel partners is preferable but not essential
• Channel sales experience or Direct sales experience selling to the Fortune 1000
• Evidence of performance versus targets in current and previous roles
• Excellent interpersonal skills with the ability to build and maintain effective partner relationships
• Excellent presentation, communication, and writing skills
• Highly motivated, self-starter with a positive and assertive attitude and excellent organisational skills 
• A team player with demonstrable collaboration to achieve goals
• Ability to work in a way that aligns with our values of Trust, Fairness, Relationships, and Opportunity. 

What we offer

• Competitive compensation that rewards achievement
• Hybrid, flexible working model
• High-level Health, Dental, and Vision insurance
• STD and Life/AD&D cover
• 22 days PTO each year with additional days earned based on your tenure
• Additional 10 Federal/Regional holidays
• Generous Maternity & Paternity leave
• 4% 401k match
• $200 annual wellness benefit
• $1,000 professional development benefit
• Flexibility of working remotely from anywhere for up to 4 weeks per year
• A dedicated Volunteer Day to give back to your community and support meaningful
  cause
• Employee Assistance Program
• Fun and inclusive environment with regular events organized by Engagement, and Inclusion Committees 

Don't worry if you don't meet ALL the requirements, if you feel you would be a great fit for this role, we would love to hear from you! At Origina, the most important ingredient for us is our culture fit and recognising those that want to live our high-performance values of Fairness, Trust, Relationships, and Opportunities.

Origina is an equal opportunity employer, and we’re proud of our ongoing efforts to foster inclusion in the workplace. Individuals seeking employment at Origina are considered without regard to race, colour, religion, national origin, age, sex, gender, gender identity, gender expression, sexual orientation, marital status, medical condition, ancestry, physical or mental disability, military or veteran status, or any other characteristic protected by applicable law.

By submitting your application, you agree that Origina may collect your personal data for recruiting, global organisation planning, and related purposes. Origina's Candidate Privacy Notice explains what personal information Origina may process, where Origina may process your personal information, its purposes for processing your personal information, and the rights you can exercise over Origina’s use of your personal information.