Channel Sales Director, UK

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 organisations 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 organisations take back control of their technology roadmap and unlock genuine commercial freedom.

If you’re energised 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.

The Role

We have an exciting opportunity for a Director of Channel Sales (UK) to lead and scale our partner ecosystem in the United Kingdom. As a senior individual contributor with a clear path to building and leading a high-performing channel team, you will be responsible for the strategic direction and execution of our UK channel growth. You will focus on high-value partnerships with major Global System Integrators (GSIs) and leading Value-Added Resellers (VARs), positioning Origina as the premier independent alternative for IBM, HCL, VMware software maintenance (and others as we continue to aggressively innovate). Origina helps partners to enable their customers CIO/CTO to unlock themselves from vendor dictated roadmaps, forced software obsolescence and upgrades as well as detrimental contracts. This empowers organisations to free people and budget for innovation. 

Key Responsibilities

• Strategic GSI & Partner Engagement: Lead C-suite, Senior VP level engagements and Senior Seller engagements within tier-1 partners, with the likes of Kyndryl, DXC, Capgemini, Accenture, PWC, CDW, SCC, SoftwareOne and others, to align Origina’s value proposition with their digital transformation and cost-optimization agendas.
• Ecosystem Development: Architect and execute a comprehensive UK channel strategy that identifies and recruits strategic partners capable of delivering large-scale enterprise opportunities.
• Revenue & Pipeline Ownership: Drive significant indirect revenue growth through the development of joint business plans, account mapping, and high-impact lead generation programs.
• Executive Enablement: Go beyond basic onboarding to provide strategic enablement that empowers partner executives to position Origina’s "Freedom of Choice" model as a key differentiator in their own service portfolios.
• Cross-Functional Leadership: Partner closely with Origina’s UK Enterprise Sales and Marketing teams to ensure seamless deal execution and a unified "one team" approach to the market.

About You

• Senior Leadership Presence: Proven ability to operate and influence at the C-suite and Director level within major UK GSIs and VARs.
• UK Market Expertise: Deep, evidence-based experience in the UK technology sector, specifically within the enterprise software or IT services landscape.
• Strategic Channel Mastery: Extensive track record in channel sales or direct sales to the FTSE 100/250, with a history of exceeding multi-million pound targets.
• Complex Problem Solving: Ability to navigate complex partner ecosystems and "co-opetition" dynamics, particularly regarding legacy vendor relationships (IBM/VMware).
• Growth Mindset: A self-starter who excels in "player-coach" environments and is eager to move from individual contribution to leadership as the UK business scales.
• Technical Literacy: Deep understanding of the software maintenance market, licensing (perpetual vs. subscription), and the financial drivers behind third-party support.
• Cultural Alignment: A commitment to Origina’s values of Trust, Fairness, Relationships, and Opportunity
• Proven track record of building and scaling channel partner programs that drive significant revenue growth.
• Different. We are changing an industry. You need to thrive in challenging the status quo. Forget about ‘this is how people do things’. We are a market maker and recognised by Gartner for doing so.

What we offer

• Competitive compensation that rewards achievement
• Hybrid, flexible working model
• Family Health, Dental & Vision Insurance from day 1
• Life insurance & Income Protection
• 23 days Annual Leave plus 2 company days with additional days earned based on your tenure
• Generous Maternity & Paternity leave policies
• 6% Pension match
• £200 annual wellness benefits
• £1,000 professional development benefit
• Flexibility of working remotely from anywhere for up to 4 weeks per year
• A dedicated Volunteer Day to give back to your community and support meaningful causes
• Employee Assistance Programme
• An inclusive environment with regular events organised by Engagement, and Diversity 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.

By submitting your application, you agree that Origina may collect your personal data for recruiting, global organisation planning, and related purposes. Origina's Candidate Privacy Notice explains what personal information Origina may process, where Origina may process your personal information, its purposes for processing your personal information, and the rights you can exercise over Origina’s use of your personal information.