[Hiring] Key Account Manager @ORBCOMM

Role Description

Join Us as a Key Account Manager - Strategic OEMs, APAC. Are you ready to shape high-value partnerships with leading equipment manufacturers across Asia Pacific? At ORBCOMM, we're seeking a Key Account Manager (KAM) to own strategic OEM relationships, including global manufacturers such as Carrier, and translate regional customer priorities into profitable, long-term growth.

As the commercial leader for these accounts, you'll connect executive stakeholders with engineering, product management, procurement, quality, operations, and service teams to move opportunities from discovery through technical validation, design win, launch, and expansion.

This high-impact role blends consultative selling, strategic business development, technical engagement, and executive stakeholder management. You'll coordinate global and regional resources, influence customer decisions, and create a repeatable path from early opportunity to scalable commercial growth.

This role will be based in Japan, with location flexibility across key regional markets in APAC. You'll collaborate virtually with global teams and travel across the region to support strategic customer engagements, technical workshops, and business reviews.

Qualifications

• 7+ years of experience managing strategic enterprise or OEM accounts, or leading consultative business development in IoT, connected equipment, or industrial technology.
• A proven track record of delivering growth across APAC and influencing senior stakeholders in global and regional organizations.
• Experience navigating 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 is highly preferred.
• The ability to translate technical capabilities into clear 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, plus strong skills in data-driven reporting tools such as Power BI.
• Executive-level communication, presentation, and workshop facilitation skills, with confidence working across cultures and functions.
• The ability to leverage AI-enabled tools and automation to improve research, account planning, productivity, and customer engagement.
• A commitment to continuous learning in digital and AI literacy to stay ahead in a rapidly evolving technology landscape.
• Fluency in English, with an additional APAC language preferred.
• Flexibility to travel across APAC and collaborate effectively with global, cross-functional teams.

Requirements

• Lead Strategic OEM Account Planning:
• Develop and execute comprehensive plans for 6-8 priority OEM accounts or regional business units.
• Align ORBCOMM resources, capabilities, and product roadmaps with customer platform strategies.
• Build Multi-Level Customer Relationships:
• Own the commercial relationship and establish trusted connections with senior leaders and key stakeholders.
• Lead executive business reviews, technical workshops, and value-engineering sessions.
• Build and Convert Qualified Pipeline:
• Create a balanced portfolio of qualified opportunities across accounts, countries, applications, and launch horizons.
• Progress opportunities through samples, pilots, validation, RFQ, supplier qualification, specification, platform selection, and commercial negotiation.
• Deliver Profitable Commercial Growth:
• 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.
• Coordinate Cross-Functional Execution:
• Partner with Solutions Architecture, Product, Engineering, Operations, Quality, Supply Chain, and Professional Services.
• Identify and resolve technical, localization, quality, supply-chain, and launch risks.
• Bring the Voice of the Customer to ORBCOMM:
• Capture customer, competitor, and market insights and translate them into actionable input for product roadmaps.
• Represent ORBCOMM in strategic customer forums and relevant industry events.

Benefits

• 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.