The posting
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.
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.
- 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 technologies.
- Proven success managing and growing customer accounts while developing new business opportunities.
- Experience selling into 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.
- 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.
- Excellent organizational skills with the ability to independently manage multiple opportunities across all stages of the sales cycle.
- A self-motivated, accountable work style with minimal day-to-day supervision.
Position Preferences
- 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.
Benefits
- Empowered, Agile Teams: Collaborate with passionate colleagues in small, cross-functional teams that drive innovation. Enjoy the freedom to shape your work and contribute meaningfully.
- Flexible Work-Life Balance: Achieve optimal work-life harmony with our hybrid work schedule, offering the best of both worlds: in-office collaboration and remote focus.
- Generous 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 March.
- Invest in Your Growth: Benefit from a supportive environment where long-tenured colleagues share their expertise, fostering a culture of continuous learning and development.
- Rewarding Compensation: We value your contributions. Expect a competitive salary package aligned with industry standards.
- Comprehensive 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 program.
- Thrive Together: Build lasting connections and strengthen your skills through annual & quarterly engaging company-wide events and growth opportunities.
- Fuel Your Focus: Stay energized and inspired with our fully stocked kitchen featuring delicious snacks, meals, and drinks.
- Convenient 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 Utah.
FairCom’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.
