Customer Success Manager, CSM

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Job Description:

  • own strategic customer value management for a portfolio of VIACHAIN accounts
  • ensure customers clearly understand, realize, and can articulate the value they receive from ORBCOMM’s solutions
  • help drive growth in revenue per asset by increasing adoption of applicable ORBCOMM products and services across priority customer segments
  • work closely with Sales, Product, Operations, Engineering, and Customer Support Operations to strengthen customer relationships
  • document ROI narratives, identify value levers, and support expansion opportunities that increase annualized recurring revenue per asset
  • focus on customer value realization, adoption, reference readiness, revenue expansion, and strategic account health
  • develop a deep understanding of each customer’s current ORBCOMM solution footprint
  • build account specific Customer Value Profiles that clearly document how customers use ORBCOMM solutions and the operational or financial value they receive
  • translate product usage and customer feedback into clear ROI narratives

Requirements:

  • 7+ years of experience in customer success, account management, solution consulting, business operations, or strategic customer engagement.
  • Experience working with enterprise or strategic B2B customers.
  • 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.
  • Experience in IoT, telematics, logistics, transportation, supply chain visibility, maritime, cold chain, trailer/container tracking, or SaaS/platform businesses.
  • Experience with ARR, recurring revenue models, product adoption, expansion motions, and revenue per asset or revenue per unit economics.
  • Familiarity with enterprise customer reference programs, ROI modeling, or value realization frameworks.
  • Experience working in a PE-backed or value creation focused business environment.
  • Ability to translate technical products and operational workflows into clear business outcomes.

Benefits:

  • health and wellness coverage
  • paid time off
  • retirement or savings programs
  • flexible work arrangements
  • insurance coverage
  • lifestyle perks
  • access to employee discounts
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