Commercial Account Manager

Fair Com 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 Fair Com’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 Fair Com’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.

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 Fair Com 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 Fair Com 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 Fair Com 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.

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…