Commercial Account Manager

OverviewFairCom 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 the customers' products, business challenges, and technical needs to recommend the right solutions from FairCom's highly specialized and 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 a technical wherewithal that can bridge business challenges with FairCom's solutions.You will 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-DayOwn Customer RelationshipsManage and grow an assigned portfolio of global customer accountsBuild trusted, long-term relationships with business and technical stakeholders to increase revenueMaintain regular customer engagement to understand evolving business objectives, technical initiatives, and future product developmentSuccessfully retain existing business through proactive account management and timely license renewalsNegotiate pricing, licensing, renewals, and commercial terms while balancing customer satisfaction with company objectivesConsultative Commercial SellingConduct thoughtful discovery conversations that uncover business objectives, technical environments, and application requirementsListen beyond the customer's stated request to understand the underlying business needRecommend FairCom software and licensing solutions that best support customer objectivesRecognize opportunities to expand existing relationships through additional products, applications, business units, or new projectsBuild credibility by understanding each customer's business, products, and technical environmentBusiness DevelopmentResearch industries, companies, and applications where FairCom technology can provide valueIdentify and pursue new business opportunities through thoughtful outreach and relationship developmentQualify prospective customers through meaningful discovery conversations rather than scripted sales approachesDevelop and maintain a healthy pipeline of qualified commercial opportunitiesConsistently and professionally follow up to move opportunities forward while building positive customer relationshipsLearn the MarketDevelop a deep understanding of FairCom software products, licensing models, and marketsContinuously learn about customer applications, emerging technologies, and industry trendsIdentify patterns across customers and industries, bringing ideas from one application or market to create opportunities in anotherContinuously strengthen both technical and commercial knowledge to improve customer conversations and business outcomesRequirementsWe'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.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 technologiesProven success managing and growing customer accounts while developing new business opportunitiesExperience selling into engineering, software development, product management, or technical leadership organizationsExceptional listening, communication, and relationship-building skillsStrong intellectual curiosity and a genuine desire to understand customer applications, technologies, and business objectivesDemonstrated ability to conduct consultative discovery and translate technical and business challenges into commercial solutionsStrong commercial judgment and confidence negotiating software licensing, pricing, and commercial termsExcellent organizational skills with the ability to independently manage multiple opportunities across all stages of the sales cycleA self‑motivated, accountable work style with minimal day‑to‑day supervisionPosition PreferencesExperience working with OEMs, ISVs, embedded systems, industrial software, or other product‑focused software companiesFamiliarity with software licensing models, including OEM, royalty, subscription, and perpetual licensingBenefitsEmpowered, Agile Teams: Collaborate with passionate colleagues in small, cross‑functional teams that drive innovation. Enjoy the freedom to shape your work and contribute meaningfullyFlexible Work-Life Balance: Achieve optimal work‑life harmony with our hybrid work schedule, offering the best of both worlds: in‑office collaboration and remote focusGenerous Time Off: Recharge and rejuvenate with 15+ holidays, three weeks of paid vacation, a week of sick leave, and an extended holiday break for quality family time (skeleton crew operations)Celebrate You: Enjoy a paid day off on your birthday and another on our annual "CEO Thank You Day" in MarchInvest in Your Growth: Benefit from a supportive environment where long‑tenured colleagues share their expertise, fostering a culture of continuous learning and developmentRewarding Compensation: We value your contributions. Expect a competitive salary package aligned with industry standardsComprehensive Well‑being Support: Protect what matters most with our robust benefits, including top‑tier medical, dental, vision, and life insurance coverage. Plus, watch your savings grow with our 401(k) matching programThrive Together: Build lasting connections and strengthen your skills through annual & quarterly engaging company‑wide events and growth opportunitiesFuel Your Focus: Stay energized and inspired with our fully stocked kitchen featuring delicious snacks, meals, and drinksConvenient Commute: Easily access our office with a prime location near I-70 in Missouri and I-15, as well as the South Jordan Front Runner station in UtahFairCom's long and dynamic history has been supported by a diverse team of coworkers, which we feel honored to have. We are proud to be an equal opportunity employer and are committed to providing a working environment where diversity is celebrated. We believe all people deserve to be treated with dignity and respect, and we do not tolerate any behavior that runs contrary to this fundamental right, such as discrimination and harassment of any kind. We are thankful for every person who engages in our recruitment process and promise that all applicants will be considered for employment based solely on merit and qualifications directly related to professional competence, and without any regard to race, color, age, religion, sex, sexual orientation, gender identity, national origin, genetic information, pregnancy, veteran, disability, marital status, or any other basis protected by law.#J-18808-Ljbffr