Commercial Account Manager

Role Overview

• 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.
• 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.
• 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.
• 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.

Requirements

• 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.