Origin

Manager

• 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
• 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 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
• 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

Channel Manager

Account Manager

• Manage and grow a portfolio of customer accounts in your assigned territory.
• Develop and execute tailored account plans to achieve revenue growth targets.
• Strengthen customer confidence by clearly articulating the unique value of Origina's Service Proposition.
• Identify and pursue upselling and cross-selling opportunities to expand customer engagement.
• Lead customer retention activities, ensuring alignment with customer needs and maximizing renewal value.
• Conduct Customer Satisfaction Reviews and analyse feedback to drive continuous improvement.
• Collaborate with the Territory Manager and Leadership on account planning and strategies.
• Proactively respond to customer projects and opportunities, supporting Origina's goals of delivering measurable value.
• Maintain clear communication with customers to identify growth opportunities and ensure their success with Origina's solutions.
• Act as the internal advocate for the customer, ensuring cross-departmental alignment to deliver exceptional service.
• Serve as the escalation point for high-priority incidents, ensuring swift and effective resolution.
• Implement and manage Service Improvement Plans (SIPs) with a strong commercial mindset.
• Monitor and manage service delivery performance, ensuring alignment with SLAs and customer needs.
• Serve as the primary contact for operational inquiries related to service delivery.

Customer Account Manager

Vice President

• Provide direct, hands-on coaching and strategic guidance to the VP team, focusing on executive relationship mapping, complex deal navigation, and maximizing wallet share within their target strategic accounts.
• Take ownership of the organizational structure and future growth of the Strategic Accounts team. Actively recruit, interview, onboard, and retain elite, VP-level sales talent, ensuring high bar maintenance for the entire segment.
• Establish clear metrics, KPIs, and career development plans for each VP. Hold the team accountable to consistently exceed ambitious collective revenue targets and maintain adherence to the MEDDPIC sales methodology.
• Standardize best practices across the team for account planning, value demonstration, and internal resource orchestration, ensuring scalable, repeatable success in closing $1M to $10M+ deals.
• Directly manage and carry a personal quota for a select accounts, setting the gold standard for executive engagement and sales execution for the team to emulate.
• Utilize personal credibility and executive presence to join the VPs in high-stakes client engagements, adding immediate gravitas and accelerating negotiations with C-level stakeholders (CIO, CTO, CFO).
• Drive and co-develop the North American Strategic Accounts collective strategy for leveraging external advisors, consultants, and senior-level partnerships (e.g., KPMG, Accenture, Deloitte) to amplify new business generation across the team’s portfolio.
• Strategically mobilize and direct the full resources of the business (PreSales, Marketing, Licensing, etc.) not just for personal deals, but to create standardized, highly effective resource support mechanisms for the entire VP team.

Senior Vice President, Global Strategic Accounts

Sales

• 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 Origina’s 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.
• Ensure seamless collaboration between operational teams to respond promptly to customer requests.
• Maintain all technical deal data within Origina’s CRM system.
• Capture and share customer success stories that demonstrate Origina’s 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 Origina’s service offering and deliver world-class customer support.

Pre-Sales Specialist

Product Manager

• Lead and drive the end-to-end product strategy and operational roadmap for the core product offering, ensuring alignment across all phases of the product and business segment lifecycles (planning, development, launch, management, exit).
• Act as a Subject Matter Expert (SME), working internal stakeholders, customers, and the Lab team to identify needs, refine user personas, user stories, use cases, and detailed product requirements.
• Synthesize market requirements, competitive landscape analysis, and intimate customer knowledge into actionable product support details.
• Work closely and collaborate across the value chain, guiding key internal stakeholders (The Lab, Sales, Marketing, Alliance Partners, and Customer Success) to optimize margins, achieve goal alignment, and ensure the success of the product per plan.
• Help to create and ensure Origina’s stakeholders achieve alignment and targets.
• Own the evaluation and assessment of key operational metrics, including revenue/margins, market share, quality performance, market segments, and quarterly and annual financial targets.
• Deliver clear, compelling presentations to Sales, Customer Operations, and Customers on support features and benefits, clearly articulating product decisions and rationale to both technical and non-technical audiences.

Engineer

• Provide tier 1 world-class technical troubleshooting and support for globally based clients
• Ensure that customers are kept informed and updated throughout the ticket lifecycle
• Follow up with customers to ensure their issues are satisfactorily addressed and resolved
• Ensure understanding of underlying IT issues and identify what needs to be done to resolve problems effectively
• Manage and track all support issues, ensuring the appropriate technical individuals or teams are identified and informed for resolution
• Ensure customer satisfaction when handling incidents by actively supporting the customer and keeping them updated throughout the incident lifecycle
• Adhere to all service level agreements when managing multiple incidents
• Ensure client documentation (site reports, project documentation, user manuals, etc.) is kept on the shared drive and is up to date
• Consistently uphold a professional demeanour to preserve and enhance Origina’s world-class reputation in the marketplace
• Manage your own timekeeping in accordance with company rules and regulations
• Participate as a team member in an environment based on open communication, trust, creative thinking, and cohesive team effort
• Maintain a mindset of continuous improvement through working practices and customer satisfaction
• Proactive approach to learn and develop individual skills and abilities with the support of the senior technical team

Service Desk Engineer, Spanish

• Help grow & manage the channel partner base with particular focus on SE Asia (Singapore, Malaysia, Hong Kong) and Australia/New Zealand
• 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
• 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 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
• 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

Channel Manager, APAC

Marketing

• Meet with Origina channel sellers to understand our partners, their needs and preferences and the value they provide
• Strategize how to best work with our partners to maximize our joint revenue opportunity
• Work with our partner’s marketing team to jointly develop and execute marketing plans to drive awareness, engagement, and pipeline via events and digital campaigns
• Align with partner sales and Origina’s business development teams to identify growth opportunities
• Assess and build an MDF program for partners when the time is right
• Build and launch co-branded campaigns, webinars, events, and digital programs that generate qualified leads
• Track and optimize campaign performance across partner channels
• Create toolkits, messaging frameworks, and content to support partner-led marketing efforts
• Educate the partners’ marketing team on Origina’s value proposition
• Serve as the primary marketing point of contact for partners
• Define KPIs and report on partner marketing performance, ROI, and contribution to pipeline

Partner Marketing Specialist

Database Administrator

• The DBA supports Origin and utility-industry clients by designing, deploying, and maintaining secure, high-performance database environments across cloud and hybrid architectures.
• This role ensures database reliability, scalability, and compliance for Utilities applications and the Origin SmartCity SaaS platform.
• The DBA collaborates cross-functionally to align database operations with business requirements and service-level objectives.
• Collaborate with architects, PMs, and developers to align database capabilities with project needs.

Infrastructure Engineer

• Design, build, and maintain secure, scalable AWS infrastructure using best practices
• Implement and manage Infrastructure as Code using Terraform
• Manage CI/CD pipelines, deployment automation, and observability tooling
• Participate in on-call rotation and incident response, leading investigations and resolutions as needed
• Assist with the deployment, scaling, and management of containerized applications in Kubernetes clusters
• Troubleshoot issues within Kubernetes environments, including pod failures, networking, and storage problems
• Patching and maintenance of Kubernetes clusters
• Monitoring and alerting using tools like Prometheus, OpenTelemetry and Grafana
• Support internal IT functions including endpoint provisioning, device management (MDM), and access controls
• Actively participate in incident response for cloud infrastructure and mobile device-related issues, ensuring timely resolution and minimizing system downtime
• Collaborate with senior engineers to investigate root causes of incidents and implement preventive measures
• Implementation and support of a centralised logging solution for troubleshooting and incident resolution
• Maintain and improve security posture across cloud and internal systems
• Implement IAM policies, encryption standards, vulnerability management, and monitoring
• Meet compliance requirements through documentation and operational controls
• Support DevSecOps initiatives and integrate security controls into CI/CD pipelines
• Oversee the provisioning, configuration, and lifecycle management of employee devices (laptops, mobile devices, etc.)
• Implement and manage endpoint protection, MDM (Mobile Device Management), and patching strategies
• Ensure secure access to corporate tools and systems, with appropriate controls in place
• Manage user identity and access across systems (e.g., SSO, MFA, directory services)
• A key point of contact for cross-functional stakeholders to gather, clarify, understand and translate technical infrastructure and security requirements
• Planning and scoping of infrastructure improvements or migrations based on stakeholder feedback
• Mentor junior team members and contribute to knowledge-sharing and process documentation
• Provide leadership cover for the Head of Infrastructure and Security as required, including participation in planning meetings, decision-making, and communication with leadership
• Provide operational support for the Head of Infrastructure and Security when they are unavailable, ensuring continuity of engineering operations and technical support

Senior Infrastructure Engineer

• Shape the customer journey for North America, expanding existing relationships and ensuring world-class service delivery
• Drive Net Revenue Retention (NRR) from 0.92 to 1.1+ through strategic account growth initiatives
• Build and lead a high-performing Customer Growth team focused on renewals, upsells, win-backs, and pricing strategies
• Implement scalable playbooks, account plans, and performance metrics aligned to revenue and customer value
• Partner with Sales to ensure a seamless acquisition-to-growth journey
• Use data and customer feedback to anticipate needs, prevent churn, and guide product-market fit
• Design and implement scalable operating models for all customer functions
• Leverage analytics to track performance, improve processes, and enhance customer experience
• Create a feedback-driven culture of excellence where performance and innovation thrive
• Be a key voice in shaping company strategy and aligning customer operations with broader business goals
• Foster a high-performing, revenue-aligned team culture across all post-sales functions
• Inspire, mentor, and develop future leaders who embody a customer-first, growth-oriented mindset

Vice President, Customer

Recruitment

• Lead the end-to-end onboarding process for Software Experts, ensuring all training, documentation, and administrative tasks are executed to the highest standard
• Ensure Software Experts are fully informed of their responsibilities and expectations at Origina
• Manage background check processes, ensuring compliance and timely completion
• Maintain and manage all critical documentation related to Software Experts (e.g., PSAs, NDAs, professional indemnity insurance), in collaboration with the Software Expert Management Team
• Organize and support global Software Expert meetups, including communications planning and execution
• Collaborate with internal training teams to identify and fulfil Software Expert training requirements
• Ensure all administrative processes related to the Software Expert team are maintained to a high standard across US offices, including SharePoint management
• Manage documentation and reporting to support the growth and operational efficiency of the Software Expert Management Team
• Coordinate and host regular Office Hours sessions, including scheduling, content development, speaker engagement, and follow-up actions
• Administer Software Expert surveys and feedback mechanisms to support continuous improvement in service delivery and engagement
• Coordinate Software Expert payment processes in collaboration with Finance, ensuring timely execution and resolution of payment-related queries
• Provide daily administrative support to the Software Expert Management Team, including call coordination and digital collaboration tools
• Administer weekly calls for Product Champions and the Technical Council, including scheduling, coordination, and follow-up support
• Provide logistical and communications support for Software Expert participation in company-wide events, including travel arrangements and general liaison

Vendor Operations/Recruitment Coordinator

Procurement

• Identify and engage passive candidates across U.S. and global markets focusing on sales roles
• Lead sourcing efforts for high-performing sales professionals globally
• Build and maintain robust talent pipelines
• Conduct initial screening calls to assess candidate suitability
• Design and execute targeted digital recruitment campaigns
• Use LinkedIn Recruiter for personalised InMails and outreach
• Partner directly with hiring managers and HR stakeholders as sole recruiter
• Use market intelligence, referrals, competitor analysis, and research to find talent
• Act as ambassador for Origina through talent attraction

Talent Sourcing Specialist

Technical Project Manager

• 12 month contract responsible for embedding project management practices and managing a programme of small projects
• Ensure good quality management and delivery of internal changes in Origina
• Schedule and governance of projects, selecting/applying methodologies, processes and tools
• Refine and enhance project schedule, resources, estimates, costs and execution against milestones and cost baseline
• Ensure internal delivery governance and standard reporting processes are adhered to
• Understand and review requirements and standards for scheduled projects
• Assign and maintain oversight of daily tasks and ensure team progress toward milestones
• Facilitate communication and negotiation within the team and with stakeholders
• Maintain project schedule and report project status
• Drive and manage risk assessment and risk management
• Define clear deliverables, roles and responsibilities for team members
• Work with tech support to understand critical bugs and coordinate their resolution
• Support business and solutions teams in developing trials and expansions with partners
• Support delivery of external change management plans
• Continuous development of project process and conduct lessons learned with recommendations

Business Development Rep

• Proactively identify, engage, qualify, and develop new business opportunities through phone, email, social media, events and networking to drive pipeline growth
• Support development and execution of joint go-to-market strategies with the sales team for partner-led initiatives (sales campaigns, digital and in-person events and incentive programs)
• Collaborate with Territory Manager and Channel team to expand Origina’s presence in the DACH Market through Channel Partnerships
• Build and maintain strong, long-term relationships with channel account managers, serving as a primary point of contact
• Implement strategies to penetrate target accounts and position Origina as a trusted provider of software support solutions
• Apply a consultative sales approach, aligning Origina’s solutions with the needs of customers
• Align the customer journey to the Origina sales process and MEDDPICC qualification methodology
• Provide regular feedback to the sales and channel teams on lead generation and pipeline development outcomes and recommend improvements
• Collaborate closely with internal teams (sales, marketing, product, and support) to ensure a seamless partner and customer experience
• Monitor market trends, competitor activities, and customer needs to inform business development strategies
• Share market and customer insights with internal teams to help shape product offerings and marketing initiatives
• Holistically manage business development within assigned territories, working with Marketing and Events teams and partners to ensure effective lead generation and pipeline development
• Balance strategy with execution and act as the first interaction for prospective customers