Pre-Sales Specialist; North America

About Origina Origina is a rapidly growing global challenger technology company on a mission to stop unnecessary technology change by helping enterprises to extend, protect and enhance their software assets. We believe organizations should be free to run their systems for as long as they choose – without being pushed into costly, unwanted upgrades that don’t align with their strategy, so we step in to provide an alternative from the original vendor.

We’re scaling fast, with a clear path to €0.5 billion in the next five years, and expanding our presence across Europe, the US, and Australia. As a leading force in independent enterprise software support, we help the world’s largest organizations take back control of their technology roadmap and unlock genuine commercial freedom.

If you’re energized by growth, excited by change, and motivated to help customers challenge long‑standing industry norms, this is the team to join. At Origina, you’ll be part of a bold, fast‑moving global business where your impact will be felt immediately.

We have an exciting opportunity for a Pre‑Sales Specialist based in North America.

In this role, you’ll leverage your deep knowledge of Origina’s service offerings and the software industry. You’ll combine this with your understanding of the IBM software portfolio – including licensing and deployment models – to lead customer engagements and demonstrate the value of Origina’s support and maintenance services.

• 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.

You’re driven to ensure customers receive world‑class service and take pride in the value Origina delivers. You communicate with confidence, think strategically, and thrive in a fast‑paced environment. You balance technical expertise with commercial insight and are motivated by customer success.

• Strong cross‑industry knowledge of IBM software products, IBM Passport Advantage program and IBM Sales tactics and terms.
• 10+ years of experience in technical pre‑sales, customer success, or IT consulting.
• Proven ability to collaborate with executive‑level and cross‑functional stakeholders.
• Excellent multitasking skills and the ability to meet tight deadlines.
• Exceptional communication, presentation, negotiation, and relationship‑building skills.
• Customer‑focused mindset with creative problem‑solving abilities.
• Strategic thinker who can manage complex situations and resolve challenges effectively.
• Formal training in pre‑sales, IT consulting, or sales (preferred).
• Alignment with Origina’s values:
  Trust, Fairness, Relationships, and Opportunity.

• Competitive compensation that rewards achievement.
• Hybrid, flexible working model.
• High‑l…