ORBCOMM
501 - 1000 employees
Founded 1993
📦 Logistics
💼 Consulting
🏭 Manufacturing
Logistics • Consulting • Manufacturing
ORBCOMM is a technology company specializing in the Internet of Things (IoT) solutions, providing telematics and connectivity services across various industries. With a focus on transportation, maritime, and heavy industry, ORBCOMM enables real-time visibility, monitoring, and management of assets through satellite and cellular communication. Their offerings include fleet management solutions, container tracking, and specialized services for agriculture and natural resources, aiming to enhance operational efficiency and safety for their clients.
Key Account Manager
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ORBCOMM
501 - 1000 employees
Founded 1993
📦 Logistics
💼 Consulting
🏭 Manufacturing
Logistics • Consulting • Manufacturing
ORBCOMM is a technology company specializing in the Internet of Things (IoT) solutions, providing telematics and connectivity services across various industries. With a focus on transportation, maritime, and heavy industry, ORBCOMM enables real-time visibility, monitoring, and management of assets through satellite and cellular communication. Their offerings include fleet management solutions, container tracking, and specialized services for agriculture and natural resources, aiming to enhance operational efficiency and safety for their clients.
📋 Description
• Develop and execute comprehensive strategic account plans for 6–8 priority OEM accounts or regional business units • Align ORBCOMM resources, capabilities, and product roadmaps with customer platform strategies, country priorities, and commercialization timelines • Own commercial relationships and build trusted connections with senior leaders and stakeholders across engineering, product management, procurement, quality, operations, service, sustainability, and finance • Lead executive business reviews, technical workshops, and value-engineering sessions • Build and convert qualified opportunities through samples, pilots, validation, RFQ, supplier qualification, specification, platform selection, and commercial negotiation • Own bookings, revenue, margin, pricing, proposals, contracts, commercial terms, and accounts receivable health for assigned accounts • Expand share of wallet through new products, applications, regional entities, and business units • Provide accurate forecasts and maintain predictable revenue streams • Coordinate with Solutions Architecture, Product, Engineering, Operations, Quality, Supply Chain, and Professional Services • Identify and resolve technical, localization, quality, supply-chain, and launch risks • Capture customer, competitor, and market insights for product roadmaps, service enhancements, and regional go-to-market priorities • Represent ORBCOMM in strategic customer forums and relevant industry events
🎯 Requirements
• 7+ years of experience managing strategic enterprise or OEM accounts, or leading consultative business development in IoT, connected equipment, or industrial technology • Proven track record of delivering growth across APAC and influencing senior stakeholders in global and regional organizations • Experience with long product-development cycles, technical validation, RFQs, supplier qualification, design-in decisions, and commercial launches • Experience with HVAC, refrigeration, cold-chain, telematics, connected equipment, or adjacent industrial OEM markets highly preferred • Ability to translate technical capabilities into customer value, executive business cases, and measurable ROI • Strong commercial and financial acumen, including pricing, margin management, contracting, forecasting, pipeline governance, and accounts receivable discipline • Proficiency in Salesforce for CRM and opportunity management • Strong skills in data-driven reporting tools such as Power BI • Executive-level communication, presentation, and workshop facilitation skills • Ability to work across cultures and functions • Ability to leverage AI-enabled tools and automation for research, account planning, productivity, and customer engagement • Commitment to continuous learning in digital and AI literacy • Fluency in English • Additional APAC language preferred • Flexibility to travel across APAC and collaborate with global, cross-functional teams
🏖️ Benefits
• Health and wellness coverage • Paid time off • Retirement or savings programs • Flexible work arrangements • Insurance coverage • Lifestyle perks • Employee discounts • Collaborative, innovative environment • Accessibility accommodations throughout all aspects of the selection process
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