Vice President of Partnerships & Channel, Global

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.

Position Summary

We are seeking an experienced, strategic, high-impact Vice President of Partnerships & Channel to own and scale Origina’s global channel partner ecosystem - turning partnerships into a repeatable growth engine across regions and service lines. This role is responsible for developing and executing the channel sales strategy, building and managing relationships with key partners, and driving revenue growth through indirect sales channels.

This is a pivotal role where strategic partnerships and alliances will drive market expansion, pipeline creation, and revenue growth through joint go-to-market motions with:

• System integrators & consultancies

• Managed service providers / channel partners

• Cloud and platform ecosystems (where it supports our independence-first positioning)

• Technology partners (integrations that improve delivery, assurance, observability, security, and service outcomes)
  

You’ll work cross-functionally with Sales, Marketing, Product/Innovation, Finance and Sales/Customer Operations to ensure partnerships create measurable value for customers and for Origina.

Key Responsibilities:

Strategic Leadership

• Own Origina’s global alliances strategy, aligned to business goals and measurable revenue outcomes.

• Define and own the partner strategy and operating model: segmentation, recruitment, onboarding, enablement, and governance so the program scales cleanly.

• Act as the executive voice of partnerships, shaping priorities and ensuring alignment across GTM and delivery teams.

• Build the financial plan and ensure alignment with targets and plans across all sales regions and territories.

Partner Ecosystem Development

• Identify, establish and grow strategic relationships with SIs, VARs, MSPs, advisory firms, and technology partners that influence enterprise software decisions.

• Build co-selling and co-marketing motions that consistently drive partner-sourced and partner-influenced pipeline.

• Develop partner value propositions that resonate with enterprise stakeholders (CIO/CTO, CISO, CFO, Procurement) and reflect Origina’s “commercial freedom” mission.

• Negotiate partner agreements and manage partner performance.
  

Revenue & Pipeline Ownership

• Drive measurable growth through joint GTM initiatives and partner-led expansion into new markets, verticals, and accounts.

• Build scalable partnership models and track contribution to pipeline creation, velocity, and closed revenue.

• Establish clear definitions and hygiene for: partner-sourced, partner-influenced, and co-sell opportunities.

• Identify and prioritize new partner opportunities to expand market reach.

Cross-Functional Alignment

• Partner closely with Sales leadership to embed partnerships and alliances into territory planning, account strategy, and enterprise pursuits.

• Collaborate with Marketing to deliver partner campaigns, events, and content that converts (not just “creates awareness”).

• Serve as an internal voice of both partner and customer needs to inform product/service direction

Team Building & Operational Excellence

• Lead and scale a world-class channel and alliances team, including regional and/or partner-type owners as the ecosystem grows.

• Establish an operational cadence (QBRs, enablement, pipeline reviews, partner performance) to continuously improve outcomes.

• Track channel sales performance, KPIs, and ROI on partner initiatives.

• Lead with MEDDPICC sales process.

About You

You are a commercially sharp partnership leader with a proven track record turning alliances into pipeline and revenue and you’re excited by a challenger brand that disrupts

Required Experience & Attributes

• 10+ years in strategic alliances/partnerships/business development, including 5+ years in leadership roles

• Proven track record in Enterprise Sales & Channel Partnerships; closing complex, consultative, longer-cycle deals.

• Demonstrated success building and scaling partner programs that drive significant revenue and market expansion.

• Strong executive presence; able to influence, negotiate, and build trusted relationships internally and externally.

• Able to operate in a fast-paced, high-growth, and sometimes ambiguous environment with high autonomy.

• Highly analytical; comfortable building forecasts, partner scorecards, and measuring impact.

• Strong cross-functional leadership — you can align Sales, Marketing, Product and Operations around a shared partner plan.

• Bachelor’s degree required; MBA or equivalent preferred.

What Success Looks Like

Success in this role shows up as a partnership engine that is repeatable, measurable, and trusted across the business:

• A clear partner strategy with defined tiers, plays, enablement, and governance; create a plan and drive measurable execution.

• Consistent creation of partner-sourced and partner-influenced pipeline, with increasing conversion and deal size.

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 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.