Senior Pre-Sales Specialist (US, West Coast)
Posted 2025-04-06Who 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 recognizes 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 recognized 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 the US West Coast. In this role, you will leverage your in-depth knowledge of OriginaÂs 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 OriginaÂs support & maintenance services.
 Use a consultative selling approach to gain a detailed understanding of the clientÂs 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 delivers that service
 Analyze the IBM, HCL & VMware support case history of prospective customers to identify pain points and recurring themes and present back to prospects
 Coordinate 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 clientÂs 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 the negotiation stage
 Challenge the status quo and find more efficient ways to do things & suggestions on how to improve the interaction with the sales team
 Coordinate 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 deliver 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
 High-level Health, Dental, and Vision insurance
 STD and Life/AD&D cover
 22 days PTO each year with additional days earned based on your tenure
 Additional 10 Federal/Regional holidays
 Generous Maternity & Paternity leave
 4% 401k match
 $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 organized 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 recognizing those that want to live our high-performance values of Fairness, Trust, Relationships, and Opportunities.
Origina is an equal opportunity employer, and weÂre 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 OriginaÂs use of your personal information.
Apply Job!