[Hiring] Channel Sales Manager @Origina

Role Description

We are looking for a Channel Sales Manager to expand and accelerate our partner ecosystem across the Northeast and Midwest U.S. This is a highly commercial role focused on creating partner-sourced pipeline and revenue.

• Identify high-potential partners, deepen engagement, and develop sales motions that turn partner relationships into customer opportunities.
• Own your territory and partner portfolio with significant autonomy.
• Work directly with partner sellers to identify target accounts, uncover opportunities, and bring Origina into the right customer conversations.
• Success will be measured through partner engagement, qualified pipeline, and revenue.

What You’ll Do

• Build & Develop the Partner Ecosystem
  • Recruit, onboard, enable, and develop partners aligned to Origina’s growth strategy.
  • Identify high-potential partners and build relationships across sales, account management, services, and leadership teams.
  • Develop partner business plans with clear objectives, actions, and revenue outcomes.
  • Create commercially viable opportunities that deliver value and profitability for both Origina and its partners.
  • Expand engagement across transactional and volume-oriented partners.
• Create Partner-Led Pipeline
  • Work with partners to identify target accounts, map relationships, and uncover opportunities.
  • Equip partner sellers to identify where Origina can solve customer challenges and create value.
  • Drive joint account planning, campaigns, lead generation, and other pipeline-building activities.
  • Develop creative approaches to bringing Origina into customer conversations.
  • Progress opportunities from partner introduction through qualification and into the Origina sales process.
  • Partner with Origina’s enterprise sales team to progress and close partner-sourced opportunities.
  • Maintain clear visibility of partner pipeline, activity, and performance.
• Build Partner Advocacy & Momentum
  • Build partner understanding and advocacy for Origina’s differentiated approach to enterprise software support.
  • Deliver enablement that gives partner sellers the knowledge, confidence, and tools to take Origina to market.
  • Create new ways for partners to introduce Origina into customer conversations.
  • Collaborate with Sales, Marketing, Events, and other teams on joint go-to-market initiatives.
• Operate as a Builder
  • Own your territory and partner portfolio with autonomy and accountability.
  • Bring new ideas, test approaches, learn from results, and continuously improve partner engagement and sales motions.
  • Balance strategic partner development with the activity required to generate pipeline and revenue.
  • Represent Origina with credibility, energy, and a strong commercial mindset.

Qualifications

• Proven experience in channel sales, partner development, or direct enterprise sales, with a strong track record of achieving targets.
• Experience recruiting, developing, and activating technology or services partners.
• Experience working with partners selling into Fortune 500 and Global 1000 organizations.
• Strong commercial instincts and the ability to generate and progress qualified pipeline.
• Understanding of commercial contracting, statements of work (SOWs), and partner-led deal economics.
• An appreciation of partner profitability and the ability to create mutually valuable commercial opportunities.
• An entrepreneurial, self-motivated approach and confidence operating with autonomy.
• Willingness to experiment, adapt, and develop new approaches where an established playbook does not exist.
• Energy and drive to build a territory and create momentum.
• Ability to influence partner sellers, account teams, and leadership without formal authority.
• Strong communication, presentation, writing, organization, and accountability skills.
• A collaborative approach, curiosity, and bias toward action.
• Experience developing partner onboarding and enablement programs is preferred.
• Based in the Northeast or Midwest U.S.
• Experience in a start-up, scale-up, or high-growth technology environment is an advantage, as is experience selling technology services or enterprise software.
• Knowledge of IBM, HCL, VMware, or the broader enterprise software ecosystem is also beneficial.

Benefits

• Equal opportunity employer.
• Ongoing efforts to foster inclusion in the workplace.