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 organizations 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 organizations take back control of their technology roadmap and unlock genuine commercial freedom.
If you’re energized 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 are looking for a Channel Sales Manager to expand and accelerate our partner ecosystem across the Northeast and Midwest U.S. This is a highly commercial role focused on creating partner-sourced pipeline and revenue.
Building on Origina’s established partner network, you will identify high-potential partners, deepen engagement and develop sales motions that turn partner relationships into customer opportunities.
You will own your territory and partner portfolio with significant autonomy, working directly with partner sellers to identify target accounts, uncover opportunities and bring Origina into the right customer conversations. We are looking for someone with the passion to build, creativity to develop new approaches and resilience to test, learn and adapt.
Success will be measured through partner engagement, qualified pipeline and revenue.
What You’ll Do
Build & Develop the Partner Ecosystem
- Recruit, onboard, enable and develop partners aligned to Origina’s growth strategy.
- Identify high-potential partners and build relationships across sales, account management, services and leadership teams.
- Develop partner business plans with clear objectives, actions and revenue outcomes.
- Create commercially viable opportunities that deliver value and profitability for both Origina and its partners.
- Expand engagement across transactional and volume-oriented partners.
Create Partner-Led Pipeline
- Work with partners to identify target accounts, map relationships and uncover opportunities.
- Equip partner sellers to identify where Origina can solve customer challenges and create value.
- Drive joint account planning, campaigns, lead generation and other pipeline-building activities.
- Develop creative approaches to bringing Origina into customer conversations.
- Progress opportunities from partner introduction through qualification and into the Origina sales process.
- Partner with Origina’s enterprise sales team to progress and close partner-sourced opportunities.
- Maintain clear visibility of partner pipeline, activity and performance.
Build Partner Advocacy & Momentum
- Build partner understanding and advocacy for Origina’s differentiated approach to enterprise software support.
- Deliver enablement that gives partner sellers the knowledge, confidence and tools to take Origina to market.
- Create new ways for partners to introduce Origina into customer conversations.
- Collaborate with Sales, Marketing, Events and other teams on joint go-to-market initiatives.
Operate as a Builder
- Own your territory and partner portfolio with autonomy and accountability.
- Bring new ideas, test approaches, learn from results and continuously improve partner engagement and sales motions.
- Balance strategic partner development with the activity required to generate pipeline and revenue.
- Represent Origina with credibility, energy and a strong commercial mindset.
About You
You are a commercially driven channel professional who enjoys creating momentum, finding opportunities and turning relationships into results. You are energized by building rather than waiting for a playbook.
You bring:
- Proven experience in channel sales, partner development or direct enterprise sales, with a strong track record of achieving targets.
- Experience recruiting, developing and activating technology or services partners.
- Experience working with partners selling into Fortune 500 and Global 1000 organizations.
- Strong commercial instincts and the ability to generate and progress qualified pipeline.
- Understanding of commercial contracting, statements of work (SOWs) and partner-led deal economics.
- An appreciation of partner profitability and the ability to create mutually valuable commercial opportunities.
- An entrepreneurial, self-motivated approach and confidence operating with autonomy.
- Willingness to experiment, adapt and develop new approaches where an established playbook does not exist.
- Energy and drive to build a territory and create momentum.
- Ability to influence partner sellers, account teams and leadership without formal authority.
- Strong communication, presentation, writing, organization and accountability skills.
- A collaborative approach, curiosity and bias toward action.
- Experience developing partner onboarding and enablement programs is preferred.
- Based in the Northeast or Midwest U.S.
Experience in a start-up, scale-up or high-growth technology environment is an advantage, as is experience selling technology services or enterprise software. Knowledge of IBM, HCL, VMware or the broader enterprise software ecosystem is also beneficial.
Don't meet all the requirements? If you feel you'd be a great fit, we'd love to hear from you. At Origina, the most important ingredient is culture fit and recognising those who want to live our high-performance values of Fairness, Trust, Relationships, and Opportunities.
Origina is an equal opportunity employer. We're proud of our ongoing efforts to foster inclusion in the workplace. Individuals seeking employment are considered without regard to race, colour, religion, national origin, age, sex, gender, gender identity, gender expression, sexual orientation, marital status, medical condition, ancestry, disability, military or veteran status, or any other characteristic protected by applicable law.
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