Key Account Manager, SKYWAVE

Join Us as Key Account Manager – SKYWAVE! ORBCOMM is seeking results‑driven Key Account Managers to grow our SKYWAVE satellite IoT terminal business across key global markets. We are hiring multiple individuals, with one Key Account Manager assigned to each of the following territories: - North America (Southeast) - EMEA (Europe, Middle East & Africa) - LATAM (Latin America) - APAC (Asia-Pacific) In this role, you will sell the SKYWAVE ST 9100, ST 6100, and ST 2100 terminals and connectivity services into industrial IoT markets, including agriculture, water, oil and gas, commercial fishing, ocean monitoring, trucking, fleet management, mining, and equipment rental. You will be responsible for winning new accounts, expanding existing customer and partner relationships, and driving growth within your assigned territory. ### Why You’ll Love Working Here As a Key Account Manager – SKYWAVE, you will play a critical role in achieving ORBCOMM’s growth objectives by expanding adoption of industry‑leading satellite IoT solutions that keep remote assets connected beyond the reach of cellular networks. You will own a dedicated regional territory, working closely with solution providers, value‑added resellers (VARs), system integrators, distributors, and end customers. Supported by ORBCOMM’s product, technical support, and operations teams, you will help customers solve complex connectivity challenges across a wide range of industrial IoT applications. Location: Remote We are hiring one Key Account Manager in each of the following regions: - North America: Southeast United States preferred - EMEA: Scandinavia (Denmark, Norway, or Finland) preferred; United Kingdom or Ireland considered - LATAM: Mexico or Argentina - APAC: Australia, New Zealand, Singapore, Malaysia, Indonesia, Thailand, Vietnam, or the Philippines Regular travel within the assigned territory is required. ### What You’ll Do #### Revenue Growth & Business Performance - Deliver annual new business growth by achieving or exceeding revenue, bookings, and gross margin objectives. - Sell SKYWAVE ST 9100, ST 6100, and ST 2100 satellite IoT terminals and associated connectivity services to new and existing customers. - Maintain forecast accuracy and provide reliable business visibility through disciplined territory and account planning. - Manage opportunities throughout the entire sales cycle, from qualification and customer trials through contract execution and deployment. #### Strategic Growth & Market Expansion - Win net‑new accounts and expand existing customer relationships across industrial IoT markets. - Build and execute territory and account plans that drive pipeline growth, customer acquisition, and total contract value (TCV). - Identify and pursue opportunities across industries including agriculture and irrigation, water and wastewater, oil and gas, commercial fishing, vessel monitoring, environmental monitoring, trucking and fleet telematics, mining, and equipment rental. - Develop growth strategies aligned to the unique market opportunities within your assigned region. #### Sales Excellence & Pipeline Management - Maintain a disciplined sales cadence focused on opportunity management, forecasting, and CRM excellence. - Build and sustain the pipeline coverage and conversion rates required to achieve growth targets. - Lead complex, multi‑stakeholder sales cycles involving technical evaluations, field trials, commercial negotiations, and volume deployments. #### Customer & Partner Development - Build executive‑level relationships with customers, solution providers, VARs, system integrators, distributors, and channel partners. - Expand and strengthen existing customer and partner relationships through retention, growth, and long‑term value creation. - Recruit, onboard, and enable new partners within priority industries and markets. - Develop strategic account plans that increase customer adoption and revenue growth. #### Collaboration & Market Insight - Partner with product, technical support, and operations teams to scope solutions and support customer deployments. - Represent SKYWAVE and ORBCOMM at industry events, trade shows, conferences, and customer meetings. - Provide customer, competitive, and market insights to help shape product strategy and go‑to‑market priorities. ### Who You Are You are a proven hunter who sells satellite IoT, satellite communications, industrial IoT, telemetry, remote monitoring, asset tracking, or connectivity solutions. You understand the challenges of managing remote assets, have established customer and partner relationships within your region, and are motivated by exceeding growth targets. If you have: - Proven success selling satellite IoT terminals, satellite connectivity, tracking devices, telematics solutions, or industrial IoT (IIoT) remote monitoring solutions. - An established network of customer and partner relationships within the territory for which you are applying (North America, EMEA, LATAM, or APAC). - Experience selling into one or more of the following industries: - Oil and gas - Agriculture and irrigation - Water and wastewater utilities - Commercial fishing and vessel monitoring (VMS) - Ocean buoys and environmental monitoring - Trucking, trailer tracking, and fleet telematics - Mining - Equipment rental and heavy equipment connectivity - Experience selling hardware and recurring connectivity services through solution providers, VARs, system integrators, distributors, or reseller networks. - A consistent record of meeting or exceeding significant new‑business growth targets. - Working knowledge of remote monitoring applications such as SCADA, telemetry, asset tracking, fleet management, or vessel monitoring. - Strong forecasting, pipeline management, territory planning, and CRM discipline. - Strong executive presence with the ability to influence internal and external stakeholders. - Willingness to travel regularly throughout your assigned region. - Fluency in English. - Leverage AI‑enabled tools and automation to support daily tasks and productivity. - Commitment to continuous learning in digital and AI literacy. Preferred qualifications by region: - EMEA: Scandinavian language(s) or another European language. - LATAM: Spanish and English required; Portuguese is an asset. - APAC: Additional regional language such as Bahasa, Thai, Vietnamese, or Mandarin. - North America: Experience supporting customers across the United States and Canada. Then we want to meet you! ### The Benefits of Working Here A career with ORBCOMM offers a unique opportunity to grow your skills and expand your expertise in a collaborative, innovative environment. Beyond being part of an exceptional team, we provide a competitive, locally relevant benefits package designed to support our employees around the world. Benefits vary by location and include health and wellness coverage, paid time off, retirement or savings programs, flexible work arrangements, insurance coverage, lifestyle perks, and access to employee discounts—helping you thrive both professionally and personally. ### How We Hire ORBCOMM uses technology‑enabled tools, including artificial intelligence (AI), to support parts of the recruitment process. All hiring decisions are made by people, as part of our human‑led, tech‑enabled culture. ### About Us 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. Discover how ORBCOMM is transforming industries and unlocking the potential of data to drive meaningful change at 

www.orbcomm.com

! ### Ready to Join Us? We believe that our people are our greatest asset. Your skills and passion can help us achieve remarkable things! 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. At ORBCOMM, we are also dedicated to ensuring accessibility and are pleased to offer accommodations for individuals with disabilities upon request throughout all aspects of the selection process.