Global Head of Pre-Sales

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.

Role Purpose

We are seeking a Global Head of Pre-Sales to lead technical pre-sales engagements across the globe. This senior customer-facing role merges sales, technical strategy, licensing, and service delivery. You will collaborate closely with prospects, customers, sales teams, and internal experts to shape opportunities, address concerns, and drive successful deal progression. This position serves as a strategic leader, clarifying expectations and responsibilities while overseeing the pre-sales function as a vital sales growth engine.

Key Responsibilities

• Team Management: Lead and mentor the pre-sales team, ensuring they are equipped to effectively support our sales efforts and deliver on business objectives.
• Strategic Development and Leadership: Craft a robust pre-sales strategy that aligns with our business vision, objectives, and revenue targets, focusing on enhancing operational structure.
• Engagement Model: Establish a strong engagement model that allows pre-sales to actively participate in high-value deals, collaborating closely with sales and other departments.
• Collaboration and Communication: Foster a cohesive environment among regional teams to ensure consistent messaging and alignment on goals.
• Performance Metrics: Set clear metrics to evaluate the success of pre-sales initiatives and make data-driven adjustments as needed.
• Lead global technical pre-sales activities, ensuring each deal is well-qualified and positioned for success.
• Use a consultative approach to understand customer environments, support needs, and potential barriers to adoption.
• Coordinate customer-facing technical engagements, including discovery calls, presentations, and workshops.
• Build trusted relationships with customer stakeholders and executive sponsors.
• Collaborate with internal teams (licensing, technical SMEs, legal, support) to efficiently address customer inquiries and move opportunities forward.
• Deliver compelling presentations that clearly communicate Origina's value proposition and technical credibility.
• Identify risks and blockers early, develop mitigation plans, and support the sales team in progressing opportunities to closure.
• Capture market intelligence, customer feedback, and product insights to strengthen sales conversations and inform future service development.

About You

• Strong knowledge of IBM, SAP, VMware, and HCL software products (preferable), including licensing models.
• Minimum 10 years in a senior technical pre-sales or customer-facing role.
• Proven experience collaborating with executive-level and cross-functional stakeholders.
• Exceptional planning, organizational, problem-solving, and prioritization skills.
• Excellent communication, presentation, negotiation, and influencing skills.
• Ability to function effectively under pressure and navigate complex challenges with sound judgment.

Strongly Preferred

• University degree or equivalent experience.
• Formal management, consulting, or technical training.
• Professional sales training is an advantage.

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 meet all the requirements? If you feel you'd be a great fit, we'd love to hear from you. At Origina, the most important ingredient is culture fit and recognising those who want to live our high-performance values of Fairness, Trust, Relationships, and Opportunities.

Origina is an equal opportunity employer. We're proud of our ongoing efforts to foster inclusion in the workplace. Individuals seeking employment are considered without regard to race, colour, religion, national origin, age, sex, gender, gender identity, gender expression, sexual orientation, marital status, medical condition, ancestry, 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 and related purposes. Origina's Candidate Privacy Notice explains what personal information we may process, where we may process it, the purposes for processing, and your rights.