Regional Sales Manager, Western Region
ORBCOMM
Join Us as a Regional Sales Manager – Western Region of the U.S.!
Are you ready to own a region and drive measurable revenue impact? At ORBCOMM, we’re looking for a high-performing Regional Sales Manager (RSM) to lead profitable growth across the Western United States, representing 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 will be based remotely out of Western Region of the U.S. Enjoy the freedom of remote work while staying connected—collaborate virtually with our global teams from the comfort of your home.
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)
- Maintainaccurateforecasting 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
- Proactivelyidentifychurn 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)
- 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. If you have:
- Bachelor’s degree in Business, Engineering, or related field (MBA preferred)
- 5+ years ofB2Bexperience in Industrial IoT, supply chain visibility, telematics, or related technology sectors
- Strongtrack recordof exceeding revenue targets across both retention and new business
- Executive-level communication and negotiation skills
- Experience managing OEM and Channel partnerships
- Advancedproficiencyin 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. 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 by visiting us 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 accommodation for individuals with disabilities upon request throughout all aspects of the selection process.
