Commercial Account Manager

About the role

FairCom is seeking a commercially driven, intellectually curious account management professional to own and grow a portfolio of global customer accounts while expanding business into new markets. This role focuses on understanding customers' products, business challenges, and technical needs to recommend the right solutions from FairCom's specialized and technical product offerings.

Responsibilities

• Own Customer Relationships
• Manage and grow an assigned portfolio of global customer accounts
• Build trusted, long-term relationships with business and technical stakeholders to increase revenue
• Maintain regular customer engagement to understand evolving business objectives, technical initiatives, and future product development
• Successfully retain existing business through proactive account management and timely license renewals
• Negotiate pricing, licensing, renewals, and commercial terms while balancing customer satisfaction with company objectives
• Consultative Commercial Selling
• Conduct thoughtful discovery conversations that uncover business objectives, technical environments, and application requirements
• Listen beyond the customer's stated request to understand the underlying business need
• Recommend FairCom software and licensing solutions that best support customer objectives
• Recognize opportunities to expand existing relationships through additional products, applications, business units, or new projects
• Build credibility by understanding each customer's business, products, and technical environment
• Business Development
• Research industries, companies, and applications where FairCom technology can provide value
• Identify and pursue new business opportunities through thoughtful outreach and relationship development
• Qualify prospective customers through meaningful discovery conversations rather than scripted sales approaches
• Develop and maintain a healthy pipeline of qualified commercial opportunities
• Consistently and professionally follow up to move opportunities forward while building positive customer relationships
• Learn the Market
• Develop a deep understanding of FairCom software products, licensing models, and markets
• Continuously learn about customer applications, emerging technologies, and industry trends
• Identify patterns across customers and industries, bringing ideas from one application or market to create opportunities in another
• Continuously strengthen both technical and commercial knowledge to improve customer conversations and business outcomes

Requirements

• 5+ years of experience selling complex B2B software solutions, preferably infrastructure software, embedded database management systems (DBMS), developer tools, embedded software, middleware, databases, or other highly technical enterprise technologies
• Proven success managing and growing customer accounts while developing new business opportunities
• Experience selling into engineering, software development, product management, or technical leadership organizations
• Exceptional listening, communication, and relationship-building skills
• Strong intellectual curiosity and a genuine desire to understand customer applications, technologies, and business objectives
• Demonstrated ability to conduct consultative discovery and translate technical and business challenges into commercial solutions
• Strong commercial judgment and confidence negotiating software licensing, pricing, and commercial terms
• Excellent organizational skills with the ability to independently manage multiple opportunities across all stages of the sales cycle
• A self-motivated, accountable work style with minimal day-to-day supervision

Position Preferences

• Experience working with OEMs, ISVs, embedded systems, industrial software, or other product-focused software companies
• Familiarity with software licensing models, including OEM, royalty, subscription, and perpetual licensing

Benefits

• Empowered, Agile Teams
• Flexible Work-Life Balance
• Generous Time Off
• Celebrate You
• Rewarding Compensation
• Comprehensive Well-being Support
• Thrive Together
• Fuel Your Focus
• Convenient Commute