Enterprise Customer Success Manager (CSM) – Smart Containers

ORBCOMM; Torino; Ibrido; EUR 60.000 - 80.000; Tempo pieno

Descrizione del lavoro

A leading IoT solutions provider is looking for an Enterprise Customer Success Manager in Turin, Piedmont, Italy. You will drive customer success by leveraging deep product expertise and business analysis in the maritime sector. Ideal candidates have a strong background in customer success, management consulting, or business analysis, with the ability to translate product features into business value. The role offers a hybrid work model and requires engagement with clients to fully realize the ROI of IoT solutions.

Servizi

Flexible working hours

Diverse and inclusive workplace

Accommodations for individuals with disabilities

Competenze

• 5–10 years in Customer Success, Management Consulting, or Business Analysis.
• Proven success managing enterprise accounts in maritime supply chain.
• Expertise in interpreting and modeling data (KPIs, dashboards, ROI analysis).

Mansioni

• Define baseline KPIs and co-create ROI models tailored to container logistics.
• Build trust-based relationships with influencers and operational teams.
• Partner with Account Management and Solutions Architecture to deliver a unified experience.

Conoscenze

Customer Success Management

Business Analysis

Relationship Building

Technical Aptitude

Data Analysis

Formazione

Bachelor's degree (MBA preferred)

Strumenti

Salesforce

Descrizione del lavoro

Enterprise Customer Success Manager (CSM) – Smart Containers

Ready to deliver measurable ROI and act as a strategic partner for global maritime leaders? At ORBCOMM we’re seeking a highly skilled Enterprise Customer Success Manager (E‑CSM) to drive adoption, growth, and long‑term success for our Smart Containers line of business.

Why You’ll Love Working Here

As a key member of ORBCOMM’s International Sales team, you’ll act as a trusted consultative partner, deeply embedded within the client’s organization to understand their structure, priorities, KPIs, and decision‑making processes. Your mission is to help customers fully realize the ROI of our IoT solutions through insights, value mapping, and strategic engagement.

This high‑impact role blends product expertise, business analysis, change management, and executive stakeholder alignment to deliver meaningful, measurable improvements. You’ll work cross‑functionally to elevate adoption, strengthen relationships, and influence strategic decisions that optimize operations and unlock growth.

Enjoy a hybrid schedule—combine a strong on‑site presence to drive customer success with the flexibility to connect remotely from one of the following Alpine regions: Rhône‑Alpes (France), Turin area (Italy), or Vorarlberg (Austria).

What You’ll Do

• Drive Measurable Customer Value & ROI
  • Define baseline KPIs and co‑create ROI models tailored to container logistics and maritime operations
  • Track and communicate progress, highlighting measurable outcomes and strategic improvements
  • Identify operational inefficiencies related to the baselined KPIs, and recommend best practices to maximize adoption and impact
  • Oversee governance and execution of pilot programs to ensure alignment with customer needs
• Leverage Deep Product Expertise
  • Develop expert‑level knowledge of ORBCOMM’s Smart Containers solutions, integrations, and industry applications
  • Translate product capabilities into business value tied to container visibility, asset utilization, and supply chain optimization
  • Share insights and best practices across accounts and internal teams
  • Proactively identify expansion opportunities that enhance container operations and client success
• Act as an Embedded Client Partner
  • Immerse in customer environments to understand enterprise structure, workflows, and decision‑making dynamics
  • Build trust‑based relationships with influencers and operational teams in maritime and container logistics
  • Map stakeholder ecosystems and monitor risk indicators
  • Advise customers on process optimization, KPI improvement, and maximizing platform utilization
• Collaborate Cross‑Functionally
  • Partner with Account Management, Solutions Architecture, Product, Analytics, and Professional Services to deliver a unified experience
  • Capture customer insights and translate them into actionable feedback for product roadmap and service enhancements
  • Support Sales in identifying upsell and cross‑sell opportunities based on client needs and ROI analysis
• Engage and Communicate with Impact
  • Prepare and deliver compelling business reviews, ROI reports, and KPI dashboards focused on container operations
  • Facilitate strategic workshops and value discovery sessions with maritime and logistics stakeholders
  • Communicate progress, risks, and recommendations with clarity and executive presence
  • Keep stakeholders aligned on priorities, success metrics, and roadmap execution

Who You Are

You’re a strategic, consultative partner who thrives in complex enterprise environments and is passionate about driving measurable outcomes. You combine business acumen, technical aptitude, and relationship‑building skills to deliver exceptional value.

• A Bachelor’s degree (MBA preferred)
• 5–10 years in Customer Success, Management Consulting, Value Engineering, Business Analysis, or similar strategic client‑facing roles
• Proven success managing enterprise accounts in maritime supply chain, container logistics, or IoT/SaaS sectors
• Strong product and technical aptitude; ability to translate features into business outcomes
• Proficiency in Salesforce for CRM and case management
• Expertise in interpreting and modeling data (KPIs, dashboards, ROI analysis)
• Familiarity with advanced analytics and AI‑driven solutions, and a commitment to ongoing digital and AI upskilling
• The ability to influence without authority and thrive in complex, matrixed environments
• A track record of crafting compelling, data‑driven value narratives and delivering measurable ROI
• Exceptional stakeholder management and relationship‑building skills, combined with strong communication and executive‑level presentation capabilities
• Deep curiosity about customer challenges and workflows, paired with a proactive, resourceful approach to leading through ambiguity
• Flexibility to work primarily onsite to support customer engagement and operational needs

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.

• Seniority level: Mid‑Senior level
• Employment type: Full‑time
• Job function: Other
• Industries: Telecommunications

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