ORBCOMM
Key Account Manager, SKYWAVE - EMEA
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Join Us as Key Account Manager, EMEA – SKYWAVE!
ORBCOMM is seeking a results-driven Key Account Manager to grow our SKYWAVE satellite IoT terminal business across Europe, the Middle East, and Africa (EMEA). In this role, you will sell the SKYWAVE ST 9100, ST 6100, and ST 2100 terminals and connectivity services into industrial IoT markets, including agriculture, water, oil and gas, commercial fishing, ocean monitoring, trucking, and equipment rental, winning new accounts and expanding the customer and partner relationships you already hold.
Why You’ll Love Working Here
As Key Account Manager, EMEA – SKYWAVE, you will own the industrial IoT territory for EMEA and play a critical role in achieving ORBCOMM’s growth objectives. You will carry an annual new-growth target of approximately USD $2 million and be rewarded with a competitive base salary, uncapped commission, and a guaranteed 80% of target commission for your first three months while you build your pipeline.
You will sell proven satellite terminals that keep remote assets connected beyond the reach of cellular networks, working closely with solution providers, value-added resellers, system integrators, distributors, and end customers, with the full support of ORBCOMM’s product, technical support, and operations teams.
Location: Remote – Denmark, Norway, or Finland preferred; United Kingdom or Ireland considered
What You’ll Do
Revenue Growth & Business Performance
- Deliver approximately USD $2 million in new growth annually across EMEA, achieving or exceeding revenue, bookings, and gross margin objectives.
- Sell SKYWAVE ST 9100, ST 6100, and ST 2100 satellite IoT terminals and the connectivity services that go with them to new and existing accounts.
- Maintain forecast accuracy and provide reliable business visibility through disciplined territory and account planning.
Strategic Growth & Market Expansion
- Win net-new key accounts in industrial IoT markets, including agriculture and irrigation, water and wastewater, oil and gas, commercial fishing, ocean buoys and environmental monitoring, trucking and trailer tracking, and rental equipment.
- Pursue priority opportunities across the Nordics, the United Kingdom and Ireland, continental Europe, and the Middle East, including fishing vessel monitoring, offshore and onshore oil and gas, water utilities, agriculture, ocean buoys, transport fleets, and equipment rental.
- Build and execute territory and account plans to achieve pipeline growth, customer acquisition, and total contract value (TCV) objectives.
Sales Excellence & Pipeline Management
- Run a disciplined sales cadence focused on opportunity management, forecasting, and CRM excellence.
- Build and maintain the pipeline coverage and conversion rates needed to deliver your annual target.
- Lead complex, multi-stakeholder sales cycles from qualification and field trials through to contract and volume deployment.
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Customer & Partner Development
- Take ownership of established customer and partner relationships in the region and grow them through retention, expansion, and long-term value creation.
- Build executive-level relationships with the solution providers, value-added resellers (VARs), system integrators, and distributors that take SKYWAVE terminals to market.
- Recruit and enable new partners in each priority industry.
Collaboration & Market Insight
- Partner with product, technical support, and operations teams to scope solutions, support customer trials, and deliver on customer requirements.
- Represent SKYWAVE at regional industry events, trade shows, and customer forums.
- Bring customer, competitor, and market insight back into the business to help shape product and go-to-market priorities.
Who You Are
You are a proven hunter who sells satellite IoT or industrial remote monitoring hardware and connectivity. You know the buyers and partners in agriculture, water, oil and gas, fishing, ocean monitoring, trucking, or equipment rental in your region, you are at ease in technical conversations about remote assets and telemetry, and you are motivated by exceeding your targets.
If you have:
- Proven success selling satellite IoT terminals, satellite connectivity, tracking devices, or industrial IoT (IIoT) remote monitoring solutions.
- An established book of business and active customer and partner relationships across EMEA that you can build on from day one.
- Experience selling into one or more of the following: commercial fishing and vessel monitoring (VMS), oil and gas, water and wastewater utilities, agriculture, ocean buoys and environmental monitoring, trucking and fleet telematics, or rental equipment connectivity.
- A consistent record of meeting or exceeding annual new-business targets of USD $2 million or more.
- Experience selling hardware and recurring connectivity services through solution providers, VARs, system integrators, and distributors.
- Working knowledge of remote monitoring applications such as SCADA, telemetry, asset tracking, and vessel monitoring.
- Strong forecasting, pipeline management, and CRM discipline.
- Strong executive presence with the ability to influence internal and external stakeholders.
- Fluency in English; a Scandinavian or other European language is an asset.
- Willingness to travel regularly across EMEA.
- Leverage AI-enabled tools and automation to support daily tasks and productivity.
- Commitment to continuous learning in digital and AI literacy.
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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.
The anticipated starting salary range for candidates expressing interest in this position is GBP 95,000 - 120,000. Actual compensation will depend on factors such as location, technical experience, skills, certifications, etc.
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.
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