Enterprise Customer Value Manager, VIACHAIN

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Employee - Full-Time Illinois, IL, US

30+ days ago Requisition

Join Us as Enterprise Customer Value Manager, VIACHAIN

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.

Why You’ll Love Working Here:

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, and Customer Support Operations to understand customer workflows, strengthen executive and operational customer relationships, document measurable ROI narratives, identify value and adoption opportunities , and support strategic account expansion.

This is not a traditional Customer Success role centered on support tickets, routine escalation s , or general relationship management . Day to day service issues and operational support request s will be managed by the Customer Support Operations team. The CVM will focus on operational discovery, customer value realization, measurable ROI, solution adoption, reference readiness, revenue expansion, and strategic account health.

This role will be based remotely out of Illinois, with domestic and international travel required.

What You’ll Do:

Customer Value & ROI Management

• Develop a deep understanding of each customer’s current ORBCOMM solution footprint, including products purchased, asset coverage, spend, use cases, workflows, and business priorities.
• Build account specific Customer Value Profiles that clearly document how customers use ORBCOMM solutions and the operational or financial value they receive.
• Identify and quantify, where possible, key value levers such as improved asset utilization, reduced dwell time, lower operating costs, reduced detention/demurrage exposure, improved visibility, cargo protection, maintenance efficiency, and reduced manual work.
• Translate product usage and customer feedback into clear ROI narratives that support renewals, executive engagement, customer reference calls, and buyer/investor diligence.
• Ensure strategic customers can clearly articulate ORBCOMM’s value in their own words.
• Partner with Sales and Product toidentifyopportunities to increase annualized recurring revenue per asset across target customer segments.
• Map adoption gaps across applicable ORBCOMM products and services, including managed services and digital offerings.
• Identify expansion opportunities based on customer needs, usage patterns, value gaps, and business priorities.
• Support account teams in positioning relevant digital, analytics, and service offerings that increase both customer value and ORBCOMM revenue density.
• Track account level progress against revenue per asset growth goals.

Customer Health & Reference Readiness

• Maintain a clear view of customer health across assigned accounts, including adoption, satisfaction,…