territory manager London, England
Job description
Who we are
At Origina, we are on a mission to change the software world!
We are the leading global provider of third-party IBM™ software support and maintenance that Gartner™ consistently recognises as a forward-thinking alternative to traditional software mega-vendors. As a strategic partner, 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, our values of Trust, Fairness, Relationships, and Opportunities are the pillars for our competitive strength and the foundation for the culture we strive for. These principles reflect our beliefs about what’s 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 U.S and 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.
Visit origina.com to learn more.
The Role
The successful candidate will be a proven enterprise sales person on an upward career trajectory, with a background in selling technology or consulting solutions to large organisations.
They will have the energy to create and execute a “new business” go-to-market strategy for the UK and the intellectual ability and curiosity to grasp the technological, commercial and political factors required to persuade the UK’s largest organisations to move away from the comfort of their historical IBM relationships to a better value and more dynamic relationship with Origina. The Origina sales process is not based on resell of a lowest priced commodity so experience in that arena is not relevant.
As the UK Territory Manager, you will;
- 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 maximise growth
- Develop long-term renewal business through developing strategies with the customer to extend the life of Origina's support offerings
- 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 establishes strong lines of communication with technical
About you
- 10+ years proven enterprise sales and account management experience in IT solutions/services
- Recent sales experience within the UK & Ireland Region with a set of pre-existing relationships is an advantage
- Must be able to provide evidence of performance versus targets in current and previous roles
- Demonstrable ability to be a key influencer at the senior stakeholder level in large UKI organisations across both private and public sectors
- Excellent interpersonal skills with the ability to build and maintain both executive-level client relationships, and internal relationships at all levels
- Thorough understanding of legacy software solutions and an awareness of current digital transformation trends
- Experience in negotiating complex deals within the largest companies
- Excellent presentation and writing skills
- Must be highly motivated, self-starter, possess a positive-aggressive attitude
- Clear leadership qualities and high emotional intelligence
- Ability to work in a way that aligns with our values of Trust, Fairness, Relationships, and Opportunity
What we offer
Origina is continuing our high growth phase with significant revenue growth opportunity in the next 2 to 3 years in the UK. This role will be central to that success so excellent reward and commission will be available for hitting or exceeding targets along with being part of a winning team in an enjoyable and supportive environment.
Origina also offers:
- Competitive compensation that rewards achievement
- Flexible working model (this role is remote in the UK, location flexible)
- High-level Health insurance
- Life Insurance & Income Protection
- 25 days Annual Leave
- Generous Maternity & Paternity leave policies
- 5% Pension match
- Employee Assistance Programme
- Fun and inclusive environment with regular events organised by Engagement, and Diversity 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 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.
