Senior Pre-sales Specialist

**Origina - the story so far** As SaaS and Cloud based software solutions become the only show in town, the original software market, perpetually licensed on-premise software, is undergoing a radical transformational change. This change has opened a whole new sub industry targeting the support and maintenance fees mega-vendor publishers charge for the on-premise software - Third Party Software Maintenance (TPSM). Origina was founded with a vision to disrupt and open up a market that plays on confusion, contractual/licensing complexity and crude attempts at customer lock-in. Origina won its first customer in 2015, and now is the leading global independent provider of IBM software support and third-party maintenance, pairing affordable pricing with quality support, supporting over 100 of the world’s largest companies - with many being Fortune 500 * The Role* As a senior 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, it’s licensing, and deployment models to be at the forefront of customer engagements showcasing the value of Origina’s support & maintenance offering. 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. The Origina proposition proposes new concepts and inevitable change so being highly effective in objection handling is a must along with a proven track record in a similar pre sales/ solution engineer, client architect role. This is a very exciting and challenging role in a rapidly growing and highly disruptive market. * Responsibilities* - 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 pain-points 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 - Co-ordinate 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 **Skills & Experience** - 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 pre sales/customer success role - Experience in partnering with executive-level cross-functional 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 - Fluency in German or French and English 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 recognizing those t