What are the responsibilities and job description for the Technical Account Manager position at FairCom Corporation?
FairCom is looking for 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. Success comes from building trusted relationships, uncovering opportunities, and connecting complex technical capabilities with real business value. This will require thoughtful discovery and the technical expertise to bridge business challenges with FairCom’s solutions.
You'll be responsible for growing existing customer relationships, developing new business opportunities, and managing your territory with a high degree of autonomy, strategic thinking, and sound commercial judgment.
The Day-to-Day:
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.
- 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.
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
We're looking for someone who enjoys learning just as much as selling.
The ideal candidate is naturally curious, enjoys understanding how products and technologies work, and is motivated by solving customer problems rather than simply processing transactions. They ask thoughtful questions, listen carefully, and enjoy discovering opportunities others might overlook.
- 3 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.
Learn more about FairCom’s perks, benefits, culture & this role at: https://www.faircom.com/company/careers