Enterprise Customer Value Manager

🕒 il y a 4 jours

🌐 Royaume-Uni, Irlande – Distant

🇬🇧 Royaume-Uni – Télétravail 🇮🇪 Irlande – Télétravail

💵 £100 000 - £115 000 / an

⏰ Temps Plein

🟠 Senior

🔴 Expert

👔 Manager

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ORBCOMM

Site WebLinkedInTous les Emplois

501 - 1000 employés

Fondée en 1993

📦 Logistique

💼 Conseil

🏭 Fabrication

Logistics • Consulting • Manufacturing

ORBCOMM est une entreprise technologique spécialisée dans les solutions de l'Internet des Objets (IoT), fournissant des services de télématique et de connectivité à travers diverses industries. Avec un accent sur le transport, le maritime et l'industrie lourde, ORBCOMM permet la visibilité, la surveillance et la gestion des actifs en temps réel grâce à la communication par satellite et cellulaire. Leurs offres incluent des solutions de gestion de flotte, le suivi des conteneurs et des services spécialisés pour l'agriculture et les ressources naturelles, visant à améliorer l'efficacité opérationnelle et la sécurité pour leurs clients.

Description

• Develop deep understanding of customers’ ORBCOMM solution footprints, asset coverage, spend, use cases, workflows, and priorities • Build account-specific Customer Value Profiles documenting solution usage and operational or financial value • Identify and quantify value levers including asset utilization, dwell time, operating costs, detention/demurrage, visibility, cargo protection, maintenance efficiency, and manual work • Translate product usage and customer feedback into ROI narratives supporting renewals, executive engagement, reference calls, and diligence • Partner with Sales and Product to identify opportunities for recurring revenue per asset growth • Map product and service adoption gaps and identify expansion opportunities • Support account teams in positioning digital, analytics, and service offerings • Track progress against revenue-per-asset growth goals • Maintain customer health assessments covering adoption, satisfaction, business value, executive engagement, renewal risk, and expansion potential • Develop plans to move priority accounts toward reference-ready status • Prepare executive-ready customer summaries, value narratives, QBR materials, and internal account briefs • Identify risks and coordinate action with Sales, Product, Support, and Customer Support Operations • Conduct structured customer discovery and support business reviews focused on value realization, adoption, ROI, and future opportunities • Align customer success plans with commercial account plans • Represent the customer voice internally and communicate market needs, product gaps, and value opportunities • Maintain clear handoffs between CVM, Customer Support Operations, Sales, Product, and Support • Participate in internal account reviews • Use CRM, reporting tools, and dashboards to document account insights, value levers, adoption gaps, and growth opportunities

🎯 Exigences

• 7+ years of experience in customer success, account management, solution consulting, business operations, strategic customer engagement, or a complex customer-facing role • Experience supporting large, complex enterprise B2B customers with executive, operational, technical, commercial, and regional stakeholders • Experience in maritime, ocean shipping, container logistics, intermodal transportation, transportation technology, logistics, telematics, supply-chain visibility, fleet technology, or a related operational industry • Ability to understand customer workflows, business problems, and operational value drivers • Commercial orientation and ability to identify expansion opportunities • Strong communication skills, including executive-ready summaries and customer-facing value narratives • Ability to work cross-functionally with Sales, Product, Support, Finance, and Operations • Strong analytical skills and comfort with customer data, product usage, ARR, asset counts, adoption metrics, and account health indicators • Experience supporting QBRs, executive reviews, customer success plans, or strategic account planning • Ability to leverage AI-enabled tools and automation • Commitment to continuous learning in digital and AI literacy • Ability and willingness to travel throughout the UK, Ireland, and Europe; occasional international travel outside the region may be required • Direct experience with ocean carriers, shipping lines, container operators, ports, terminals, freight providers, maritime technology companies, or complex transportation and logistics customers strongly preferred • Knowledge of maritime and container operations, including asset visibility, reefer/cold-chain monitoring, dwell time, detention and demurrage, cargo protection, equipment utilization, intermodal movements, or container maintenance • Experience with ARR, recurring revenue models, product adoption, expansion motions, and revenue-per-asset or revenue-per-unit economics • Experience with ROI modeling, value-realization frameworks, customer value assessments, executive business reviews, or enterprise customer advocacy programs • Experience in a private-equity-backed, transformation-oriented, or value-creation-focused business environment • Ability to translate complex technical products, data, and operational workflows into customer recommendations, measurable outcomes, and executive-level value narratives

🏖️ Avantages

• Health and wellness coverage • Paid time off • Retirement or savings programs • Flexible work arrangements • Insurance coverage • Lifestyle perks • Access to employee discounts • Collaborative, innovative environment • Accessibility accommodations throughout all aspects of the selection process