Enterprise Customer Success Manager; CSM – Smart Containers

Position: Enterprise Customer Success Manager (CSM) – Smart Containers
Location: Sant'Ambrogio di Torino

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…