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Channel Account Manager (North-East/Mid-West)

San Francisco, CA
  • Expired: over a month ago. Applications are no longer accepted.
Job Description

Origina – The story so far!

Origina is the leading global independent provider of IBM software support and third-party maintenance, pairing affordable pricing with quality support.


As SaaS and Cloud based software solutions become the only show in town, the original software market, perpetually licensed on-premise software, is undergoing a radical transformational change. This change has opened a whole new sub industry targeting the support and maintenance fees mega-vendor publishers charge for the on-premise software – Third Party Software Maintenance (TPSM).


Origina was founded with a vision to disrupt and open up a market that plays on confusion, contractual/licensing complexity and crude attempts at customer lock-in. Using a simple but unique software tool containing a comprehensive library of IBM product and licensing data Origina helps IBM software customers know what contracts they can cancel and what they need to keep. Those eligible to be cancelled can easily move to Origina for a superior, more flexible service at a fraction of the cost.


The Role

Origina is seeking an experienced Channel Account Manager to help us grow & manage our channel partner base in North America. The right candidate will be sales driven, partner-focused, entrepreneurial, and has a proven track record of channel partner sales excellence.


In this important role, the Channel Account Manager is responsible for finding, recruiting, and building pipeline with national & international partners. Your ability to create new partnerships & cultivate those relationships is critical to the 100% YoY growth ambition at Origina. You will work closely with the enterprise Sales Leadership, Region Owners, Territory Managers and Marketing in a collaborative and cohesive way to find new pipeline opportunities and achieve sales quotas and key performance indicators. For the suitable candidate this role offers tremendous career growth opportunities in a increasingly influential area of the business for Origina.


Key Responsibilities

  • Manage Origina’s Channel Partner Program from development to implementation
  • Recruit, enable and manage partners and effectively articulate the requirements, expectations, and benefits of the Partner Program
  • Schedule and implement 90-day Onboarding Plan with follow-up ad hoc sessions to augment partner training
  • 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
  • Team with channel partners to build pipeline and assist the enterprise sales team in closing deals through partners
  • Initiate lead generation programs with select 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
  • Maintain partner contacts and additional CRM information
  • Provide marketing and sales collateral, respond to channel inquiries about product, channel programs and channel promotions
  • Consistently articulate Origina value proposition to assigned partners


Required Skills and Experience

  • 5+ years proven experience managing channel partners in a technology environment
  • Experience in facilitating onboarding and enablement activities for channel partners
  • Channel sales experience with partners selling to the Fortune 500
  • Must be able to provide evidence of performance versus targets in current and previous roles
  • Must have excellent interpersonal skills with the ability to build and maintain effective partner relationships
  • Excellent presentation, communication, and writing skills
  • Must be highly motivated, self-starter, possess a positive-aggressive attitude and have excellent organizational skills 
  • Must be a team player with demonstrable collaboration to achieve goals


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 does not solicit, and will not accept, resumes submitted by recruiting or staffing firms unless Origina's management specifically requests such submissions. Origina will not pay any referral fees of any kind deriving from unsolicited resumes submitted by recruiting or staffing firms.   


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.



San Francisco, CA
94102 USA



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