Channel Account Manager Apac

2 weeks ago

Sydney, 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**
- **Program Management**:

- Manage Origina’s Channel Partner Program from development to implementation.
- **Partner Recruitment and Enablement**:

- Recruit, enable, and manage partners, effectively articulating the requirements, expectations, and benefits of the Partner Program.
- Schedule and implement a 90-day Onboarding Plan with follow-up ad hoc sessions to augment partner training.
- **Relationship Building**:

- Build strong relationships with channel partners to generate revenue and opportunities.
- Develop a cohesive business plan for the partners and execute effectively against that plan.
- **Collaboration and Pipeline Development**:

- Team up with channel partners to build pipelines and assist the enterprise sales team in closing deals through partners.
- Initiate lead generation programs with selected partners.
- Leverage social media to bi-directionally promote and drive the Origina partnership, goals, and objectives.
- Build strong working relationships with sales, field events, and marketing.
- **Outbound and Inbound Calls**:

- Work with assigned partners to generate prospective customers through sales campaigns, promotions, and account mapping activities.
- Respond to partner requests and ensure proper field and inside sales alignment in partner end-user opportunities.
- Track, monitor, and support partner pipeline development.
- Provide marketing and sales collateral, respond to channel inquiries about products, channel programs, and promotions.
- Consistently articulate Origina's value proposition to assigned partners.

**About you**
- 10+ years proven experience managing channel partners in a technology environment
- IBM software knowledge, passport advantage expert
- Experience in facilitating onboarding and enablement activities for channel partners
- Channel sales experience with partners selling to the Fortune 500
- Evidence of performance versus targets in current and previous roles
- Excellent interpersonal skills with the ability to build and maintain effective partner relationships
- Excellent presentation, communication, and writing skills
- Highly motivated, self-starter with a positive and assertive attitude and excellent organisational skills
- A team player with demonstrable collaboration to achieve goals
- 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
- 20 days Annual Leave plus 2 company days
- Additional annual leave days per years of your service
- $200 annual wellness benefit
- Career development & training opportunities
- Employee Assistance Program
- Fun and inclusive environment with regular events organised 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 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 or veteran status, or any other characteristic protected by applicable law.

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