Commercial Account Manager

Account Management Professional

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 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'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.
• Maintain regular customer engagement to understand evolving business objectives, technical initiatives, and future product development.
• Successfully 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.

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.
• Build credibility by understanding each customer's business, products, and technical environment.

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.
• Consistently and professionally follow up to move opportunities forward while building positive customer relationships.

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.
• Identify patterns across customers and industries, bringing ideas from one application or market to create opportunities in another.
• Continuously strengthen both technical and commercial knowledge to improve customer conversations and business outcomes.