Key Account Manager

Join Us as a Key Account Manager - Strategic OEMs, APAC Are you ready to shape high-value partnerships with leading equipment manufacturers across Asia Pacific? At ORBCOMM, we're seeking a Key Account Manager (KAM) to own strategic OEM relationships, including global manufacturers such as Carrier, and translate regional customer priorities into profitable, long-term growth. As the commercial leader for these accounts, you'll connect executive stakeholders with engineering, product management, procurement, quality, operations, and service teams to move opportunities from discovery through technical validation, design win, launch, and expansion. Why You'll Love Working Here As a strategic partner to our most important OEM customers, you'll go beyond transactional sales. You'll immerse yourself in customer platform roadmaps, regional requirements, KPIs, and decision-making processes to uncover whitespace and build multi-year growth plans. Your mission: position ORBCOMM's IoT and connected-asset solutions within future products and platforms while delivering measurable business value. This high-impact role blends consultative selling, strategic business development, technical engagement, and executive stakeholder management. You'll coordinate global and regional resources, influence customer decisions, and create a repeatable path from early opportunity to scalable commercial growth. This role will be based in Japan, with location flexibility across key regional markets in APAC. You'll collaborate virtually with global teams and travel across the region to support strategic customer engagements, technical workshops, and business reviews. What You'll Do Lead Strategic OEM Account Planning: Develop and execute comprehensive plans for 6-8 priority OEM accounts or regional business units, covering current revenue, addressable opportunity, application whitespace, competitive position, stakeholder map, active projects, three-year growth potential, and a 12-month action plan. Align ORBCOMM resources, capabilities, and product roadmaps with customer platform strategies, country priorities, and commercialization timelines. Build Multi-Level Customer Relationships: Own the commercial relationship and establish trusted connections with senior leaders and key stakeholders across engineering, product management, procurement, quality, operations, service, sustainability, and finance. Lead executive business reviews, technical workshops, and value-engineering sessions that maintain strategic alignment, demonstrate measurable ROI, and create executive sponsorship. Build and Convert Qualified Pipeline: Create a balanced portfolio of qualified opportunities across accounts, countries, applications, and launch horizons, with a clear customer need, sponsor, value proposition, decision process, revenue potential, timing, competitive position, and next action. Progress opportunities through samples, pilots, validation, RFQ, supplier qualification, specification, platform selection, and commercial negotiation to secure design wins and platform nominations. Deliver Profitable Commercial Growth: Own bookings, revenue, margin, pricing, proposals, contracts, commercial terms, and accounts receivable health for assigned accounts. Expand share of wallet through new products, applications, regional entities, and business units while providing accurate forecasts and maintaining predictable revenue streams. Coordinate Cross-Functional Execution: Partner with Solutions Architecture, Product, Engineering, Operations, Quality, Supply Chain, and Professional Services to deliver a unified customer experience. Identify and resolve technical, localization, quality, supply-chain, and launch risks, with clear owners, timelines, and escalation paths. Bring the Voice of the Customer to ORBCOMM: Capture customer, competitor, and market insights and translate them into actionable input for product roadmaps, service enhancements, and regional go-to-market priorities. Represent ORBCOMM in strategic customer forums and relevant industry events to strengthen market presence and thought leadership. Who You Are You're a strategic, technically curious account leader with strong business acumen and the ability to build trust across complex, matrixed organizations. You thrive in long-cycle enterprise environments and are motivated by turning customer insight into measurable commercial outcomes. If you have: 7+ years of experience managing strategic enterprise or OEM accounts, or leading consultative business development in IoT, connected equipment, or industrial technology. A proven track record of delivering growth across APAC and influencing senior stakeholders in global and regional organizations. Experience navigating long product-development cycles, technical validation, RFQs, supplier qualification, design-in decisions, and commercial launches. Experience with HVAC, refrigeration, cold-chain, telematics, connected equipment, or adjacent industrial OEM markets is highly preferred. The ability to translate technical capabilities into clear customer value, executive business cases, and measurable ROI. Strong commercial and financial acumen, including pricing, margin management, contracting, forecasting, pipeline governance, and accounts receivable discipline. Proficiency in Salesforce for CRM and opportunity management, plus strong skills in data-driven reporting tools such as Power BI. Executive-level communication, presentation, and workshop facilitation skills, with confidence working across cultures and functions. The ability to leverage AI-enabled tools and automation to improve research, account planning, productivity, and customer engagement. A commitment to continuous learning in digital and AI literacy to stay ahead in a rapidly evolving technology landscape. Fluency in English , with an additional APAC language preferred. Flexibility to travel across APAC and collaborate effectively with global, cross-functional teams. 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.