Key Account Manager

This is a fully remote position, open to applicants in Japan.

📋 Description

• Create and implement detailed strategic account plans for 6–8 key OEM accounts or regional business units.

• Coordinate ORBCOMM's resources, capabilities, and product roadmaps with customer platform strategies, national objectives, and commercialization schedules.

• Manage commercial relationships and establish trusted connections with senior leaders and stakeholders across engineering, product management, procurement, quality, operations, service, sustainability, and finance.

• Facilitate executive business reviews, technical workshops, and value-engineering sessions.

• Develop and convert qualified opportunities through samples, pilots, validation, RFQs, supplier qualification, specifications, platform selection, and commercial negotiations.

• Take ownership of bookings, revenue, margins, pricing, proposals, contracts, commercial terms, and accounts receivable health for designated accounts.

• Increase share of wallet through new products, applications, regional entities, and business units.

• Provide precise forecasts and ensure stable revenue streams.

• Collaborate with Solutions Architecture, Product, Engineering, Operations, Quality, Supply Chain, and Professional Services.

• Identify and mitigate technical, localization, quality, supply-chain, and launch risks.

• Gather customer, competitor, and market insights for product roadmaps, service improvements, and regional go-to-market strategies.

• Represent ORBCOMM at strategic customer forums and pertinent industry events.

⛳️ Requirements

• Over 7 years of experience managing strategic enterprise or OEM accounts, or leading consultative business development in IoT, connected equipment, or industrial technology.

• Demonstrated success in driving growth across APAC and influencing senior stakeholders in both global and regional organizations.

• Familiarity with lengthy product-development cycles, technical validation, RFQs, supplier qualification, design-in decisions, and commercial launches.

• Experience in HVAC, refrigeration, cold-chain, telematics, connected equipment, or related industrial OEM markets is highly preferred.

• Ability to convert technical capabilities into customer value, executive business cases, and measurable ROI.

• Strong commercial and financial acumen, covering pricing, margin management, contracting, forecasting, pipeline governance, and accounts receivable discipline.

• Proficiency in Salesforce for CRM and opportunity management.

• Strong aptitude for data-driven reporting tools such as Power BI.

• Exceptional executive-level communication, presentation, and workshop facilitation skills.

• Capability to work across different cultures and functions.

• Ability to utilize AI-enabled tools and automation for research, account planning, productivity, and customer engagement.

• Commitment to ongoing learning in digital and AI literacy.

• Fluency in English.

• Proficiency in an additional APAC language is preferred.

• Willingness to travel across APAC and work collaboratively with global, cross-functional teams.

🏝️ Benefits

• Health and wellness coverage.

• Paid time off.

• Retirement or savings programs.

• Flexible work arrangements.

• Insurance coverage.

• Lifestyle perks.

• Employee discounts.

• Collaborative, innovative environment.

• Accessibility accommodations throughout all aspects of the selection process.