Technical Account Manager

FairCom • Columbia, MO

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 the business into new markets. This consultative sales role focuses on understanding customers’ products, business challenges, technical needs, and applications to recommend suitable solutions from FairCom’s specialized technical product offerings. The position requires thoughtful discovery and the ability to connect complex technical capabilities with business value.

The Technical Account Manager will grow existing customer relationships, develop new business opportunities, and manage a territory with autonomy, strategic thinking, and commercial judgment. The role involves retaining and expanding accounts, identifying and qualifying prospects, managing a pipeline, negotiating licensing and commercial terms, and continually learning FairCom products, customer applications, technologies, and markets.

The role offers a hybrid work schedule. FairCom describes its teams as small and cross-functional, with opportunities to collaborate, contribute to innovation, and develop through knowledge-sharing with long-tenured colleagues. Compensation is described as competitive and aligned with industry standards.

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 and 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 software licensing models, including OEM, royalty, subscription, and perpetual licensing.

Responsibilities

• Manage and grow an assigned portfolio of global customer accounts.
• Build trusted, 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 understand business objectives, technical environments, and application requirements.
• Understand underlying customer business needs and recommend FairCom software and licensing solutions that support customer objectives.
• Identify opportunities to expand customer relationships through additional products, applications, business units, or projects.
• Build credibility by understanding customers’ businesses, products, and technical environments.
• Research industries, companies, and applications where FairCom technology may provide value.
• Identify and pursue new business opportunities through outreach and relationship development.
• Qualify prospective customers through discovery conversations.
• Develop and maintain a pipeline of qualified commercial opportunities.
• Follow up professionally and consistently to move opportunities forward while building positive customer relationships.
• Develop deep knowledge of FairCom software products, licensing models, and markets.
• Learn about customer applications, emerging technologies, and industry trends.
• Identify patterns across customers and industries and apply insights from one application or market to create opportunities in another.
• 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.
• Supportive learning and development environment with expertise shared by long-tenured colleagues.
• Competitive salary package aligned with industry standards.
• Medical insurance.
• Dental insurance.
• Vision insurance.
• Life insurance.
• 401(k) matching program.
• 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: Mid Level
• Education Level: No Education Listed