Channel Sales Manager

🕒 September 22

🇺🇸 United States – Remote

⏰ Full Time

🟡 Mid-level

🟠 Senior

🤑 Sales

👻 Ghost score 10%

What it means: how likely this posting is sitting open without active hiring.How to read it: 60% or higher means we think this is a ghost. Lower scores are less of a worry.How we score it: age, reposts, open roles vs team size, how fast jobs close, and whether pay is listed.Fine print: an estimate from public data, not a judgment of the company. Real jobs can score high, so treat it as a hint, not a fact.

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Origina

WebsiteLinkedInAll Job Openings

201 - 500 employees

Founded 2012

🤝 B2B

🏢 Enterprise

💼 Consulting

B2B • Enterprise • Consulting

Origina is an independent provider of third‑party software maintenance and support that helps enterprises maintain control of business‑critical licensed software throughout its lifecycle. Through a Protect‑Extend‑Enhance model, Origina supports and sustains entitled versions of enterprise platforms (notably IBM, HCL, VMware and SAP), delivers contextual security and vulnerability mitigations via its OPTAS offering, and provides end‑to‑end problem ownership across infrastructure, middleware, databases and integrations. Origina’s services aim to reduce total cost of ownership, avoid unnecessary vendor‑mandated upgrades, return engineering capacity to customers’ roadmaps, and improve audit and entitlement clarity for CIOs, CISOs, IT leads and procurement/SAM teams.

📋 Description

• Recruit, onboard, enable and develop partners aligned to Origina’s growth strategy • Identify high-potential partners and build relationships across sales, account management, services and leadership teams • Develop partner business plans with clear objectives, actions and revenue outcomes • Create commercially viable opportunities delivering value and profitability for Origina and partners • Expand engagement across transactional and volume-oriented partners • Identify target accounts, map relationships and uncover opportunities with partners • Equip partner sellers to identify where Origina can solve customer challenges and create value • Drive joint account planning, campaigns, lead generation and pipeline-building activities • Develop creative approaches to bring Origina into customer conversations • Progress opportunities from partner introduction through qualification into the Origina sales process • Partner with Origina’s enterprise sales team to progress and close partner-sourced opportunities • Maintain visibility of partner pipeline, activity and performance • Build partner understanding and advocacy for Origina’s enterprise software support approach • Deliver enablement giving partner sellers the knowledge, confidence and tools to take Origina to market • Collaborate with Sales, Marketing, Events and other teams on joint go-to-market initiatives • Own the Northeast and Midwest U.S. territory and partner portfolio with autonomy and accountability • Test approaches, learn from results and continuously improve partner engagement and sales motions • Balance strategic partner development with activity required to generate pipeline and revenue • Represent Origina with credibility, energy and a strong commercial mindset

🎯 Requirements

• Proven experience in channel sales, partner development or direct enterprise sales, with a strong track record of achieving targets • Experience recruiting, developing and activating technology or services partners • Experience working with partners selling into Fortune 500 and Global 1000 organizations • Strong commercial instincts and ability to generate and progress qualified pipeline • Understanding of commercial contracting, statements of work (SOWs) and partner-led deal economics • Appreciation of partner profitability and ability to create mutually valuable commercial opportunities • Entrepreneurial, self-motivated approach and confidence operating with autonomy • Willingness to experiment, adapt and develop new approaches without an established playbook • Energy and drive to build a territory and create momentum • Ability to influence partner sellers, account teams and leadership without formal authority • Strong communication, presentation, writing, organization and accountability skills • Collaborative approach, curiosity and bias toward action • Based in the Northeast or Midwest U.S. • Experience developing partner onboarding and enablement programs is preferred • Experience in a start-up, scale-up or high-growth technology environment is an advantage • Experience selling technology services or enterprise software is an advantage • Knowledge of IBM, HCL, VMware or the broader enterprise software ecosystem is beneficial

🏖️ Benefits

• Equal opportunity employment and commitment to workplace inclusion • High-performance values: Fairness, Trust, Relationships, and Opportunities • Significant autonomy and accountability in owning the territory and partner portfolio