Channel Account Manager (DACH)

Who we are

At Origina, we are on a mission to change the software world.

We are the leading global independent software maintenance vendor for IBM, HCL, and VMware that Gartner™ consistently recognises as a forward-thinking alternative to traditional software mega vendors. 

At Origina, our values of Trust, Fairness, Relationships, and Opportunities are the pillars of our competitive strength and the foundation of our culture. These principles reflect our beliefs about what is most important and guide us on our exciting and unwavering high-growth journey.

We believe in freedom of choice in the world of software and are a leader in the Right to Repair movement, both in the U.S and in Europe. As strategic partners, we help our customers protect the security and stability of their software, extend its longevity and lifecycle, and enhance its performance and functionality.

At Origina, we are proud of our unique and engaging culture. For two years running, we have been certified and recognised as a Great Place to Work™ for both our home office in Dublin and in our American headquarters in Plano, Texas. We have also been named as one of Ireland's best small workplaces and best workplaces in tech.

Visit www.origina.com to learn more.

The Role

We have an exciting opportunity for a Channel Account Manager DACH to help us grow & manage our channel partner base in the Germany. 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

• Native or fully professional German and business level English
• Evidence based German technology industry experience (or working closely with partners while in an Account Exec role) 
• Channel sales experience or Direct sales experience selling to the Fortune 1000 
• Evidence of performance versus targets in current and previous roles 
• 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 preferrable but not essential 
  
• 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
• Career growth opportunities
• Training & Development to help you stay ahead in the industry
• Innovative Culture of forward-thinking professionals who thrive on collaboration
• Employee Assistance Program
• A week long company-wide trip to Ireland for 'Origina Week' to meet colleagues from around the world

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.