Origina

Sales

• Lead and mentor the pre-sales team, ensuring they are equipped to effectively support our sales efforts and deliver on business objectives.
• Craft a robust pre-sales strategy that aligns with our business vision, objectives, and revenue targets, focusing on enhancing operational structure.
• Establish a strong engagement model that allows pre-sales to actively participate in high-value deals, collaborating closely with sales and other departments.
• Foster a cohesive environment among regional teams to ensure consistent messaging and alignment on goals.
• Set clear metrics to evaluate the success of pre-sales initiatives and make data-driven adjustments as needed.
• Lead global technical pre-sales activities, ensuring each deal is well-qualified and positioned for success.
• Use a consultative approach to understand customer environments, support needs, and potential barriers to adoption.
• Coordinate customer-facing technical engagements, including discovery calls, presentations, and workshops.
• Build trusted relationships with customer stakeholders and executive sponsors.
• Collaborate with internal teams (licensing, technical SMEs, legal, support) to efficiently address customer inquiries and move opportunities forward.
• Deliver compelling presentations that clearly communicate Origina’s value proposition and technical credibility.
• Identify risks and blockers early, develop mitigation plans, and support the sales team in progressing opportunities to closure.
• Capture market intelligence, customer feedback, and product insights to strengthen sales conversations and inform future service development.

Global Head of Pre-Sales

AI Engineer

• Design, build and support AI-enabled business applications.
• Develop and maintain integrations between AI platforms, business systems and databases.
• Support the delivery of AI agents, AI workflows and AI-assisted business processes.
• Contribute to the ongoing development of Origina’s AI architecture.
• Work closely with stakeholders to translate business requirements into practical technical solutions.
• Contribute to the design and evolution of the data architecture supporting Origina’s applications.
• Work with the AI Technical Lead and AI Architect to define application data models, integration standards and database structures.
• Take ownership of the day-to-day management and continuous improvement of application databases and data stores.
• Ensure data structures are scalable, maintainable and aligned with future application requirements.
• Support the implementation of data governance, security and data quality controls.
• Assist with the design and operation of data ingestion, transformation and integration processes.
• Work with developers and architects to implement scalable and maintainable solutions.
• Contribute to technical design documentation, standards and development practices.
• Support application deployment, testing, monitoring and optimisation.
• Participate in code reviews and continuous improvement initiatives.
• Work closely with colleagues across AI, development, operations and business teams.
• Assist in promoting best practices in AI-enabled development and data management.
• Share knowledge and support the growth of AI capabilities across the wider team.

AI & Data Applications Developer

Compliance

• Lead and support the day-to-day operation of the company’s risk management framework, including risk identification, assessment, monitoring, reporting and remediation follow-through.
• Own and maintain risk registers, action logs and supporting records, and help ensure risk information remains clear, current and useful for decision-making.
• Monitor relevant regulatory developments and compliance obligations, assess business impact and support implementation of required changes.
• Help ensure the organisation maintains practical, proportionate and effective compliance arrangements across key areas such as privacy, financial crime, codes of conduct, whistleblowing and other non-financial risk topics.
• Prepare clear, accurate and decision-useful reporting for senior management, committees and the Board, including risk themes, breaches, incidents, conduct matters, actions and remediation progress.
• Support governance forums through paper preparation, action tracking and maintenance of appropriate records and compliance documentation.
• Partner with stakeholders across the business to provide practical, commercially aware risk and compliance guidance on new initiatives, operational change, third-party arrangements, customer commitments and internal issues.
• Help maintain and improve internal policies, standards, codes of conduct and related procedures, including review cycles, approvals, publication and exception management.
• Support the management of incidents, breaches, complaints and protected disclosures by coordinating reviews, documenting outcomes, escalating issues appropriately and tracking actions through to closure.

Risk & Compliance Lead

• 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.
• 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 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 – North America

Advisor

• 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 geography
• Consistently achieve quarterly and annual sales quotas through a solid, measurable sales process while conducting detailed and professional sales campaigns
• Capture new Origina customers through personal prospecting, collaborating with internal lead generation to build pipeline, nurturing partner relationships, and conducting effective marketing events within the geography for customers & prospects
• Expand 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 growth
• Identify, capture, and nurture key business partner & influencers in the geography by growing relationships within our current business partner community, and finding new influencers and business partner prospects
• Gain an intimate knowledge of the Origina offerings and the core value propositions such that you can differentiate the Origina offering with prospects and customers to become a trusted consultative advisor in helping our customers deliver on their digital transformation plans
• Use internal communication and CRM tools to be personally efficient and productive while providing accurate business and customer information to the business
• Manage multiple sales cycles and customer priorities with several sales opportunities each quarter while also progressing longer-term strategic opportunities
• Lead weekly territory calls and establish strong lines of communication with technical stakeholders

Global Head of Pre-Sales

AI & Data Applications Developer

Risk & Compliance Lead

Pre-Sales Specialist – North America

Enterprise Solutions Advisor – Software Support Services