Technical 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 is a consultative sales role focused on understanding customers' products, business challenges, and technical needs to recommend the right solutions from FairCom’s highly specialized, 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.
• 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.
• Business Development
• Research industries, companies, and applications where FairCom technology can provide value.
• 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.
• 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.

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.
• 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.

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.