Enterprise Customer Value Manager

🔥 0 minutes ago

🌐 United Kingdom, Ireland – Remote

🇬🇧 United Kingdom – Remote 🇮🇪 Ireland – Remote

💵 £100k - £115k / year

⏰ Full Time

🟠 Senior

🔴 Lead

👔 Manager

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ORBCOMM

WebsiteLinkedInAll Job Openings

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 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

🎯 Requirements

• 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

🏖️ Benefits

• 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