Technical Account Manager

FairCom • Salt Lake City, UT

2d • Hybrid

About The Position

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 consultative sales role involves understanding customers’ products, business challenges, and technical needs to recommend suitable solutions from FairCom’s specialized technical product offerings. The role connects technical capabilities with business value through thoughtful discovery, trusted relationships, and sound commercial judgment.

The position is responsible for growing existing customer relationships, developing new business opportunities, and managing a territory with autonomy and strategic thinking. The ideal candidate enjoys learning as much as selling, is curious about how products and technologies work, and is motivated by solving customer problems. The role works across business and technical stakeholders and requires ongoing learning about FairCom products, customer applications, technologies, and markets.

The position offers a hybrid work schedule. Benefits and workplace offerings include paid holidays and time off, medical, dental, vision, and life insurance, 401(k) matching, company events, growth opportunities, and an office kitchen with snacks, meals, and drinks. FairCom describes itself as an equal opportunity employer committed to a respectful and inclusive workplace.

Requirements

• At least 5 years of experience selling complex B2B software solutions; infrastructure software, embedded DBMS, developer tools, embedded software, middleware, databases, or other highly technical enterprise technologies are preferred areas.
• Proven success managing and growing customer accounts while developing new business opportunities.
• Experience selling to 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.
• 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 and ability to independently manage multiple opportunities across all stages of the sales cycle.
• Self-motivated, accountable work style with minimal day-to-day supervision.

Nice To Haves

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

Responsibilities

• Manage and grow an assigned portfolio of global customer accounts.
• Build long-term relationships with business and technical stakeholders to increase revenue.
• Engage customers regularly to understand changing business objectives, technical initiatives, and future product development.
• 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.
• Conduct discovery conversations to uncover business objectives, technical environments, and application requirements.
• Understand underlying customer needs and recommend FairCom software and licensing solutions that support customer objectives.
• Identify opportunities to expand existing relationships through additional products, applications, business units, or projects.
• Research industries, companies, and applications where FairCom technology can provide value.
• Identify and pursue new business through outreach and relationship development.
• Qualify prospective customers through discovery conversations and maintain a pipeline of qualified commercial opportunities.
• Follow up professionally to advance opportunities and build positive customer relationships.
• Develop knowledge of FairCom products, licensing models, markets, customer applications, emerging technologies, and industry trends.
• Identify patterns across customers and industries and use them to develop opportunities in other markets.
• Continuously strengthen technical and commercial knowledge to improve customer conversations and business outcomes.

Benefits

• Hybrid work schedule.
• 15+ holidays, three weeks of paid vacation, a week of sick leave, and an extended holiday break.
• Paid day off on the employee’s birthday and on the annual CEO Thank You Day in March.
• Medical insurance.
• Dental insurance.
• Vision insurance.
• Life insurance.
• 401(k) matching.
• Competitive salary package aligned with industry standards.
• Supportive learning and development environment with knowledge sharing from long-tenured colleagues.
• Annual and quarterly company-wide events and growth opportunities.
• Fully stocked kitchen with snacks, meals, and drinks.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: No Education Listed