Are you ready to make a significant impact in an innovative environment? At ORBCOMM, we’re on the hunt for a passionate Senior Sales Manager who thrives in a fast-paced, agile setting. This role is not just about managing customers & driving growth; it’s about transforming ideas into action and driving our mission forward! The ideal candidate will be a proven hunter, with strong expertise in selling complex hardware and SaaS solutions, and a deep understanding of the maritime supply chain.
Why You’ll Love Working Here:
This is a unique opportunity to be part of a company at the forefront of IoT technology for maritime logistics. As a Senior Sales Manager, you will play a critical role in shaping our market presence, growing the business, and driving digital transformation for some of the largest names in shipping.
This senior sales leader will focus on acquiring and managing relationships with large shipping companies, driving significant revenue growth by delivering high-value IoT solutions for asset visibility and tracking.
While this is an individual contributor role reporting to the Director of Global Sales, you will be collaborating with a talented global and local team, while also enjoying the autonomy and comfort of remote work.
What You’ll Do:
- Revenue Growth: Directly drive aggressive growth in sales and meet or exceed quarterly and annual revenue targets for IoT hardware and software services in the maritime sector.
- Strategic Account Acquisition: Identify, engage, and close high-value deals with large shipping companies, positioning our solutions as critical to their own operations and end customer’s supply chain efficiency and visibility needs.
- Value-Based Selling: Lead the sales strategy by demonstrating the tangible ROI and value of IoT solutions for maritime customers, articulating complex concepts to both technical and non-technical stakeholders.
- Sales Strategy & Planning: Develop and execute a go-to-market strategy for penetrating large maritime accounts, including account-based selling tactics and potential partnership development.
- Market Intelligence & Customer Insights: Act as the voice of the customer, providing feedback to product management and leadership on emerging customer needs, market trends, and competitive threats.
- Collaborative Leadership: Work closely with product, marketing, and pre-sales engineering teams to refine offerings, ensure a smooth handoff, and support customer success.
- Reporting & Forecasting: Provide accurate and timely sales forecasts, pipeline reports, and account insights to the executive team.
Who You Are:
You’re a strategic thinker with a knack for sales excellence, ready to tackle multiple priorities with agility and grace. If you have:
- Education: Bachelor’s or master’s degree in business, Supply Chain, Engineering or a related field; MBA preferred.
- Experience: 10+ years in B2B sales with a track record of closing large deals, ideally in software services with focus on supply chain visibility, or a related technology sector.
- Domain knowledge: Deep understanding of maritime and supply chain dynamics, with experience selling to shipping lines or large logistics companies.
- Hunter Mentality: Proven experience as a “hunter” who excels at identifying new business opportunities, building relationships from scratch, and closing complex, high-value deals
- Value Selling Expertise: Demonstrated success in consultative, value-based selling of software and services, with the ability to clearly communicate the ROI and business impact of solutions.
- Leadership: Strong leadership and motivational skills, with experience building and leading sales teams in a high-growth environment.
- Analytical & Strategic Thinking: Ability to analyze market trends, competitor activities, and customer feedback to inform sales strategy and decision-making.
Nice-to-have Skills:
- Global Sales Experience: Familiarity with the complexities of selling to international clients and navigating multi-national shipping lines' decision-making processes.
- Technical Knowledge of IoT and Networking Technologies: A solid understanding of IoT technologies, hardware infrastructure, network protocols (e.g., GSM, LoRa, 5G, satellite communications), and data analytics tools commonly used in maritime logistics.
- Experience with Long Sales Cycles: Proven ability to manage long, complex sales cycles typical of large-scale enterprise deals, maintaining momentum and nurturing relationships over extended timeframes.
Then we want to meet you!
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 by visiting us 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.
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