[Remote] Regional Sales Manager, Western Region
Note: The job is a remote job and is open to candidates in USA. ORBCOMM is a pioneer in IoT technology, seeking a Regional Sales Manager for the Western Region of the U.S. to drive revenue growth and manage executive relationships across their VIACHAIN portfolio of supply chain visibility solutions. The role involves strategic planning, customer retention, and new business acquisition while collaborating with various internal teams to ensure customer success.
Responsibilities
- Develop and execute a regional business plan aligned with VIACHAIN strategic priorities
- Achieve assigned revenue targets (ARR, bookings, retention, expansion)
- Maintain accurate forecasting and full pipeline visibility in Salesforce (CRM)
- Provide quarterly regional performance reviews to leadership
- Own executive-level relationships within assigned accounts
- Conduct Quarterly Business Reviews (QBRs) for strategic customers
- Proactively identify churn risk and implement mitigation strategies
- Drive cross-sell and upsell initiatives across the VIACHAIN portfolio
- Partner with Customer Success, Sales Operations, and Support to ensure strong customer outcomes
- Prospect and secure new customers within Private Fleet, Truckload, Intermodal, and defined target segments
- Maintain healthy pipeline coverage (minimum 3–4x quota)
- Manage the full sales cycle from discovery through contract execution
- Deliver compelling, ROI-driven presentations aligned to supply chain visibility outcomes
- Compete effectively in a dynamic, competitive marketplace
- Develop joint go-to-market strategies with OEM and Channel partners
- Participate in co-sell engagements and joint account planning
- Deliver enablement sessions to partner sales teams
- Increase attach rates and partner-sourced pipeline
- Serve as regional escalation point for partner-related opportunities
- Coordinate Closely With Customer Success (renewals, adoption, retention)
- Sales Operations (pricing, contracts, reporting)
- Engineering/Product (enhancements, roadmap alignment)
- Finance (billing and AR alignment)
- Provide structured regional market feedback to inform product and commercial strategy
Skills
- Bachelor's degree in Business, Engineering, or related field (MBA preferred)
- 5+ years of B2B experience in Industrial IoT, supply chain visibility, telematics, or related technology sectors
- Strong track record of exceeding revenue targets across both retention and new business
- Executive-level communication and negotiation skills
- Experience managing OEM and Channel partnerships
- Advanced proficiency in Salesforce CRM
- Ability to travel up to 40% across Western U.S. states
- Leverage AI-enabled tools and automation to support daily tasks and productivity
- Commitment to continuous learning in digital and AI literacy
Benefits
- Health and wellness coverage
- Paid time off
- Retirement or savings programs
- Flexible work arrangements
- Insurance coverage
- Lifestyle perks
- Access to employee discounts
Company Overview