[Hiring] Enterprise Customer Value Manager @ORBCOMM

Role Description

The Customer Value Manager will support a focused portfolio of ORBCOMM’s largest and most complex maritime and transportation customers across our VIACHAIN Smart Containers and Smart Trailer businesses. This senior, consultative customer leader will embed deep within customer operations to understand their workflows, asset networks, business priorities, and performance objectives.

The role is responsible for helping customers maximize solution adoption, improve operational outcomes, and clearly understand, measure, and articulate the value they receive from ORBCOMM’s solutions.

A core objective of the role is to create measurable customer value by helping customers more fully adopt ORBCOMM’s products, services, analytics, and digital capabilities. Increased adoption and demonstrated business value will support stronger customer outcomes, long-term account growth, and increased recurring revenue per asset.

The Customer Value Manager will work closely with:

• Sales
• Product
• Operations
• Engineering
• Customer Support Operations

This is not a traditional Customer Success role centered on support tickets, routine escalations, or general relationship management. Day-to-day service issues and operational support requests will be managed by the Customer Support Operations team. The CSM will focus on:

• Operational discovery
• Customer value realization
• Measurable ROI
• Solution adoption
• Reference readiness
• Revenue expansion
• Strategic account health

This role will be based remotely within the United Kingdom or Ireland, with a preference for candidates located in Manchester, Birmingham, or Dublin.

Qualifications

• 7+ years of experience in customer success, account management, solution consulting, business operations, or strategic customer engagement.
• 7+ years of experience in strategic customer success, enterprise account management, solution consulting, customer transformation, operational consulting, business operations, or another complex customer-facing role.
• Demonstrated experience supporting large, complex enterprise B2B customers with multiple executive, operational, technical, commercial, and regional stakeholders.
• Demonstrated experience in maritime, ocean shipping, container logistics, intermodal transportation, transportation technology, logistics, telematics, supply-chain visibility, fleet technology, or a closely related operational industry.
• Strong ability to understand customer workflows, business problems, and operational value drivers.
• Commercial orientation with the ability to identify expansion opportunities.
• Strong communication skills, including the ability to create 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 working 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.
• Leverage AI-enabled tools and automation to support daily tasks and productivity.
• Commitment to continuous learning in digital and AI literacy.
• Ability and willingness to travel throughout the UK, Ireland, and Europe to customer locations, executive meetings, and industry events as business needs require. Occasional international travel outside the region may also be required.

Requirements

• Direct experience working with ocean carriers, shipping lines, container operators, ports, terminals, freight providers, maritime technology companies, or other complex transportation and logistics customers is strongly preferred.
• Knowledge of maritime and container operations, including areas such as asset visibility, reefer or 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 working in a private-equity-backed, transformation-oriented, or value-creation-focused business environment.
• Demonstrated ability to translate complex technical products, data, and operational workflows into clear customer recommendations, measurable business outcomes, and executive-level value narratives.

Benefits

• Competitive, locally relevant benefits package designed to support our employees around the world.
• Health and wellness coverage.
• Paid time off.
• Retirement or savings programs.
• Flexible work arrangements.
• Insurance coverage.
• Lifestyle perks.
• Access to employee discounts.

Company Description

At ORBCOMM, we’re pioneers in IoT technology that drives innovation and empowers our clients to make data-driven decisions. Our industry-leading solutions enable customers to boost productivity, streamline operations, and increase their bottom line. With over 30 years of experience and the most comprehensive solution portfolio in the industry, we enable the management of millions of assets worldwide across diverse sectors, including transportation, heavy industries, satellite, and maritime.

Ready to Join Us?

If you’re seeking a thrilling career opportunity in a vibrant, growth-oriented environment, ORBCOMM is the perfect fit for you. We are committed to building a diverse and inclusive workplace and appreciate all applicants for their interest in joining our team. Only candidates selected for an interview will be contacted.