Pre-sales Specialist

1 week ago

Sydney, New South Wales, Australia Origina Full time

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.


The Role


As a Pre-sales Specialist, you will possess detailed knowledge of Origina's service offering and the industry in which we participate.

You will combine this with a breadth and depth of knowledge in the IBM software portfolio, its licensing, and deployment models to be at the forefront of customer engagements showcasing the value of Origina's support & maintenance offering.


  • Use a consultative selling approach to gain a detailed understanding of the client's 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 deliver that service
  • Analyse the IBM & HCL support case history of prospective customers to identify painpoints and recurring themes and present back to prospects
  • Assist with any complex queries that arise from customers which the sales team require assistance
  • 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 from our teams which demonstrate the unique value of Origina's support which can be used as part of the sales process 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 negotiation stage
  • Challenge status quo and find more efficient ways to do things & suggestions on how to improve the interaction with sales team
  • Coordinate with marketing and content management to maintain our pre sales 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 delivery fantastic support for our clients

About you


You are driven by your very DNA to ensure that customers receive a world-class service and be proud of the service Origina offers in the marketplace.

You will display gravitas in your delivery and articulation of our offering during presentations.

You will co-ordinate each sales opportunity in your territory through to closure ensuring that all technical, contractual, licensing and operational concerns are addressed by our team for the customer.

You are outcome focused, dedicated to customer success, entrepreneurial and bring a balance of technical knowledge and commercial acumen.

  • Possess strong cross industry knowledge of IBM & HCL software products and the IBM Passport Advantage programme
  • A minimum of 10+ years' experience in a similar technical presales/customer success role
  • Experience in partnering with executivelevel crossfunctional stakeholders
  • Professionalism, planning, organising, problem solving, able to deal with several tasks simultaneously
  • Exceptional interpersonal, networking, negotiation, influencing, listening, presentation and communication skills
  • Appreciation of the customer, their needs and how to meet them creatively
  • Maintain a holistic overview of complex situations and deal effectively with difficult issues when they arise
  • Ability to work under pressure and to tight deadlines
  • Formal pre sales/IT consulting, and/or sales training would be an advantage
  • Ability to work in a way that aligns with our values of Trust, Fairness, Relationships, and Opportunity
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 ingre

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