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
The Business Development Manager (BDM) position is the first interaction prospective customers have with Origina. The team is comprised of tenacious, curious, positive and creative individuals dedicated to outstanding achievement and success for themselves, the Sales team and the company. Origina is looking for self-motivated, flexible, team-oriented and creative sales team members looking to further build their career in Sales and Channel development. In this role, you will be responsible for developing and managing business development to drive revenue growth and market expansion.
This role is office based, in Plano Texas, with an expectation of 3 days per week in the office.
Key responsibilities
About you
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 CommitteesDon't worry if you don't meet ALL the requirements, if you feel you are 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 recognizing 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, color, 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 organization 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.
Read LessAbout 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 dont align with their strategy, so we step in to provide an alternative from the original vendor.
Were scaling fast, with a clear path to0.5 billionin 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 worlds largest organisations take back control of their technology roadmap and unlock genuine commercial freedom.
If youre energised by growth, excited by change, and motivated to help customers challenge long-standing industry norms, this is the team to join. At Origina, youll be part of a bold, fast-moving global business where your impact will be felt immediately.
The Role
Were looking for a relentless enterprise hunter to take Originas proven, high-value offering into the Northeast and own one of the biggest growth opportunities in our global expansion.
As the soleTerritory Managerin the region, youll have the autonomy to create the go-to-market playbook, win strategic new logos, and build the foundation for a high-performing sales pod (Channel Lead, BDM, CAM) as we scale.
Youll be selling into the C-suite of the largest organizations in the region, navigating a complex enterprise sale with a median deal size of $250k+ and an expectation to deliver $2M+ in new revenue annually. This is not a high-volume/low-value play its about winning transformative, high-stakes deals where Originas differentiated value resonates most.
This role is for someone who thrives in ambiguity, knows how to open doors and close them hard, and wants their success to be highly visible and highly rewarded.
This role is office based, in Plano Texas, with an expectation of 3 days per week in the office.
As theTerritory Manager, you will:
Promote and sell the full capabilities of Origina's offerings to targeted prospects and existing customers, with a balanced focus on expanding further into "strategic" customers in the geographyConsistently achieve quarterly and annual sales quotas through a solid, measurable sales process while conducting detailed and professional sales campaignsCapture new Origina customers through personal prospecting, collaborating with internal lead generation to build pipeline,nurturing partner relationships, and conductingeffective marketing events within the geography for customers & prospectsExpand revenues with existing customers within the geography by developing and maintaining a close working relationship with executive-level decision-makers, application owners, and purchasing executives to create strategic account plans to maximize growthAbout you
A proven track record of smashing enterprise new business quotas in tech or consulting solutions salesExceptional ability to sell complex value propositions and disrupt entrenched vendor relationshipsMidwest network and relationships with large enterprise decision-makers (CIO, CTO, CFO level) preferredTrack record of closing high-value deals in long-cycle, multi stakeholder environmentsThrives in blank canvas territories loves building something from scratch, not inheriting a full bookStrong executive presence and ability to influence strategic decisions at boardroom levelComfortable being the face of Origina in the Northeast and leading the charge in building our market dominanceWhat we offer
Origina is continuing our high growth phase with significant revenue growth opportunity in the next 2 to 3 years in the USA. This role will be central to that success so excellent reward and commission will be available for hitting or exceeding targets along with being part of a winning team in an enjoyable and supportive environment. Origina also offers;
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 recognizing those that want to live our high-performance values of Fairness, Trust, Relationships, and Opportunities.
Origina is an equal opportunity employer, and were proud of our ongoing efforts to foster inclusion in the workplace. Individuals seeking employment at Origina are considered without regard to race, color, religion, national origin, age, sex, gender, gender identity, gender expression, sexual orientation, marital status, medical condition, ancestry, physical or mental disability, military 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 organization 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 Originas use of your personal information.
Read LessAbout 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 dont align with their strategy, so we step in to provide an alternative from the original vendor.
Were scaling fast, with a clear path to0.5 billionin 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 worlds largest organizations take back control of their technology roadmap and unlock genuine commercial freedom.
If youre energized by growth, excited by change, and motivated to help customers challenge long-standing industry norms, this is the team to join. At Origina, youll be part of a bold, fast-moving global business where your impact will be felt immediately.
The Role
We have an exciting opportunity for aPre-Sales Specialistbased in North America.
In this role, youll leverage your deep knowledge of Originas service offerings and the software industry. Youll combine this with your understanding of theIBM software portfolio -including licensing and deployment models - to lead customer engagements and demonstrate the value of Originas support and maintenance services.
Key responsibilities
Use a consultative selling approach to understand client support needs, product strategies, and potential challenges.Develop and deliver detailed presentations showing the value and delivery of Origina support.Analyze IBM, HCL, and VMware support case histories to identify pain points and trends, and present actionable insights to prospects.Manage all technical pre-sales activities, coordinating with Originas subject matter experts as needed.Build and maintain trusted advisor relationships with client application and platform owners.Support the sales team by resolving complex technical and contractual queries.Support internal operations teams with product support questions/issues, product education and mentoring on client IBM lifecycle challenges.Ensure seamless collaboration between operational teams to respond promptly to customer requests.Maintain all technical deal data within Originas CRM system.Capture and share customer success stories that demonstrate Originas value proposition.Manage the successful transition from sales opportunity to customer onboarding.Verify that products and licenses are vetted for support eligibility.Identify risks early and communicate with the contract management team to mitigate them.Continuously improve pre-sales efficiency and collaboration with sales and marketing teams.Capture and share market intelligence and IBM product updates that inform the sales process.Participate in the feedback loop to evolve Originas service offering and deliver world-class customer support.About you
Youre driven to ensure customers receiveworld-class serviceand take pride in the value Origina delivers. You communicate with confidence, think strategically, and thrive in a fast-paced environment. You balance technical expertise with commercial insight and are motivated by customer success.
Strong cross-industry knowledge of IBM software products, IBM Passport Advantage program and IBM Sales tactics and terms.10+ yearsof experience in technical pre-sales, customer success, or IT consultingProven ability to collaborate with executive-level and cross-functional stakeholdersExcellent multitasking skills and the ability to meet tight deadlinesExceptional communication, presentation, negotiation, and relationship-building skillsCustomer-focused mindset with creative problem-solving abilitiesStrategic thinker who can manage complex situations and resolve challenges effectivelyFormal training in pre-sales, IT consulting, or sales (preferred)Alignment with Originas values:Trust, Fairness, Relationships, and OpportunityWhat we offer
Competitive compensation that rewards achievementHybrid, flexible working modelHigh-level Health, Dental, and Vision insuranceSTD and Life/AD&D cover22 daysPTO each year withadditionaldays earned based on your tenureAdditional 10 Federal/Regional holidaysGenerous Maternity & Paternity leave4% 401k match$200 annual wellness benefit$1,000 professional development benefitFlexibility of working remotely from anywhere for up to 4 weeks per yearA dedicated Volunteer Day to give back to your community and support meaningful causeEmployee Assistance ProgramFun and inclusive environment with regular events organized byEngagement,and Inclusion CommitteesDon'tworry if youdon'tmeet ALL the requirements, ifyou feel you are a great fit for this role, we would love to hear from you! At Origina, the most important ingredient for us is ourculture fit andrecognizingthose that want to live our high-performance values of Fairness, Trust, Relationships, and Opportunities.
Origina is an equal opportunity employer, andwereproud of our ongoing efforts to foster inclusion in the workplace. Individuals seeking employment at Origina are considered without regard to race,color, 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.
Bysubmittingyour application, you agree that Origina may collect your personal data for recruiting, globalorganizationplanning, and related purposes.Origina'sCandidate 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 overOriginasuse of your personal information.
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