Senior Pre-Sales Specialist (AU, Sydney)

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 origina.com to learn more.

The Role

We have an exciting opportunity for a Senior Pre-Sales Specialist, based in Sydney. In this role, you will leverage your in-depth knowledge of Origina’s service offerings and the industry we operate in. You will combine this expertise with a comprehensive understanding of the IBM software portfolio, including its licensing and deployment models, to lead customer engagements and demonstrate the value of Origina’s support & maintenance services.

• Use a consultative selling approach to gain a detailed understanding of the client’s support needs, future product strategy, potential blockers or objections
• Create and deliver detailed presentations to prospects showcasing the value of Origina support and how Origina deliver that service
• Analyse the IBM, HCL & VMware support case history of prospective customers to identify pain-points and recurring themes and present back to prospects
• Co-ordinate and manage all technical presales activity including, where necessary, the involvement of our IBM subject matter experts to demonstrate the strong technical expertise of the team
• Build and manage trusted advisor relationships with the client’s application or platform owners and related stakeholders
• Assist the sales team with any complex queries that arise from customers
• Link the operational teams together to ensure that all customer queries relating to our service are answered promptly and appropriately
• Maintain all technical related information in the Origina deal management system
• Collate "customer success" stories to correctly articulate our value proposition
• Manage the successful transition for sales opportunities through to the customer onboarding process
• Ensure that products are "Vetted" (License & Product) to ensure that Origina can support them
• Identify risks to the contract management team to ensure they can be captured, and countermeasures are included at negotiation stage
• Challenge status quo and find more efficient ways to do things & suggestions on how to improve the interaction with sales team
• Co-ordinate with marketing and content management to maintain our presales collateral portfolio
• Capture important "intelligence" on market trends and IBM products which support the sales process
• Participate as part of the feedback loop in capturing the needs of our customers and help shape our service offering so that we can continue to delivery fantastic support for our clients

About you

You are inherently driven to ensure that customers receive world-class service and take pride in the service Origina offers in the marketplace. You will exude confidence and clarity when presenting our offerings. You will manage each sales opportunity ensuring that all technical, contractual, licensing and operational concerns are addressed by our team for the customer. You are focused on outcomes, dedicated to customer success, entrepreneurial and bring a balance of technical knowledge and commercial acumen.

• Strong cross industry knowledge of IBM software products and the IBM Passport Advantage programme
• Minimum of 10+ years’ experience in a similar technical presales/customer success role
• Extensive experience of partnering with executive-level cross-functional stakeholders
• Ability to juggle multiple tasks simultaneously to meet demanding deadlines
• Exceptional interpersonal, networking, negotiation, influencing, listening, presentation and communication skills
• Appreciation of the customer, their needs and how to meet them creatively
• Ability to maintain a holistic overview of complex situations and deal effectively with difficult issues when they arise
• Formal presales/IT consulting, and/or sales training
• 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
• 20 days Annual Leave plus 2 company days
• Additional annual leave days per years of your service
• $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 causes
  

• Employee Assistance Program
• Fun and inclusive environment with regular events organised 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.