Regional Sales Manager, Western Region

Regional Sales Manager Western US

Join ORBCOMM as a Regional Sales Manager for the Western Region of the U.S. and drive measurable revenue impact with our VIACHAIN portfolio of supply chain visibility solutions. If you thrive on accountability, strategic execution, and winning new business while expanding existing relationships, we want to meet you.

Why You’ll Love Working Here

As a key member of the ORBCOMM commercial team, you will have full ownership of regional revenue performance. This role combines strategic planning, executive relationship management, and disciplined pipeline execution to accelerate growth across Dry, Reefer, Container, and related visibility solutions. This role is based remotely out of the Western Region of the U.S., offering the freedom of remote work while staying connected with global teams.

What You’ll Do

Revenue Ownership & Regional Strategy

• 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.

Customer Retention & Expansion

• 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.

New Logo Acquisition (Direct Sales)

• 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.

Channel & OEM Partnership Management

• 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.

Cross-Functional Collaboration

• Coordinate Closely With Customer Success (renewals, adoption, retention), Sales Operations (pricing, contracts, reporting), Engineering/Product (enhancements, roadmap alignment), and Finance (billing and AR alignment).
• Provide structured regional market feedback to inform product and commercial strategy.

Who You Are

You are a commercially disciplined, results-oriented sales leader who demonstrates full ownership of regional performance. You balance retention rigor with aggressive new growth and operate with high forecast integrity. You have:

• 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.

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. We provide a competitive, locally relevant benefits package including health and wellness coverage, paid time off, retirement or savings programs, flexible work arrangements, insurance coverage, lifestyle perks, and access to employee discounts.

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

ORBCOMM is a pioneer in IoT technology, empowering clients with data-driven decisions. Our solutions boost productivity, streamline operations, and increase the bottom line. With over 30 years of experience, we manage millions of assets worldwide across transportation, heavy industries, satellite, and maritime sectors. Visit us at www.orbcomm.com to learn more.

Ready to Join Us?

We believe that our people are our greatest asset. 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. Only candidates selected for an interview will be contacted. ORBCOMM is dedicated to ensuring accessibility and offers accommodation for individuals with disabilities upon request throughout the selection process.

Key skills/competency

• Regional Sales Manager
• Supply Chain Visibility
• IoT
• B2B Sales
• Revenue Growth
• Pipeline Management
• Salesforce CRM
• Executive Relationships
• Partnership Management
• Western US Sales