Customer Account Manager (APAC)

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

The Customer Account Manager (CAM) is the strategic owner of Origina’s Australian customer relationships. This role is accountable for shaping customer perception, influencing decisions before they are made, protecting renewals, and guiding accounts from initial engagement through long term expansion.

Operating with high autonomy, the CAM acts as Origina’s primary representative in the region, orchestrating cross functional delivery, aligning technical and commercial outcomes, and ensuring customers experience Origina as a calm, credible, and strategic partner. This is not a transactional account management role; it requires confidence, judgement, and the ability to lead complex enterprise relationships in a distributed global operating model

Success in this role depends on exceptional relationship skills; the ability to build trust quickly, navigate senior stakeholder dynamics, and maintain long term influence across complex, high value enterprise customers.

What You'll Do

1. Own Strategic Customer Relationships

• Take full ownership of a portfolio of enterprise accounts, responsible for the end‑to‑end customer lifecycle from onboarding through renewal and expansion.
• Act as the single orchestration point across internal teams, ensuring continuity between sales, onboarding, technical delivery, security, licensing, and ongoing service.
• Build long‑term trust with customer stakeholders by demonstrating clear thinking, sound judgement, and an ability to operate calmly under pressure.

2. Lead Onboarding as a Strategic Moment

• Treat onboarding as a critical inflection point where Origina’s value, credibility, and way of working are established.
• Ensure customers experience a deliberate, well led transition that sets expectations early, builds confidence, and positions Origina as a long‑term strategic partner not just a support provider.
• Work closely with technical and delivery teams to maintain consistency of narrative, ownership, and engagement from the outset of the relationship.

3. Influence Decisions and Protect Renewals

• Develop deep understanding of customer environments, priorities, and risk drivers to ensure Origina is present before decisions are made.
• Anticipate commercial, lifecycle, security, or vendor driven pressure points and proactively shape the customer narrative to avoid reactive, last minute renewals.
• Lead renewals as a structured, predictable process focused on stability, confidence, and long term value.

4. Drive Sustainable Growth

• Identify and develop expansion opportunities grounded in customer maturity, technical reality, and strategic need not opportunistic selling.
• Collaborate with sales and technical stakeholders to align growth conversations to customer outcomes and long term account health.
• Ensure growth builds on trust, relevance, and demonstrated value rather than urgency or pressure.

5.Representing Origina

• Lead executive‑level meetings, service reviews, and strategic conversations with clarity and authority.
• Act as Origina’s voice in the region, representing the company’s values, thinking, and operating model with credibility and confidence.
• Provide insight and feedback from the region to support continuous improvement across Origina’s global account management approach.

About you

• Commercial Savvy: Strong ability to identify and execute opportunities for revenue growth within key accounts.
• Relationship Management: Proven ability to build and maintain value-driven relationships with diverse stakeholders in assigned accounts and in the Origina eco-system.
• Strategic Thinking: Expertise in developing and executing account plans that align with both customer and business goals.
• Adaptability: Proficient in navigating a fast-paced, evolving business environment.
• Analytical Capability: Skilled in interpreting account data to drive actionable strategies.
• Minimum of 3+ years in a Customer Success, Account Management, or similar role.
• Proven track record of achieving and exceeding sales or retention targets.
• Experience in SaaS, IT services, or software solutions preferred.
• Bachelor’s degree in business, marketing, or a related field.

What we offer

• Competitive compensation that rewards achievement
• Career growth opportunities
• Training & Development to help you stay ahead in the industry
• Innovative Culture of forward-thinking professionals who thrive on collaboration
• Employee Assistance Program
• A week long company-wide trip to Ireland for 'Origina Week' to meet colleagues from around the world

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.