Account Executive (Technical Sales)

  • FairCom Corporation
  • Sandy, UT, USA
  • May 26, 2021

Job Description

Help drive company sales and make a direct impact on the continued success of a global database software company by implementing new customer projects with potential & current customers, create new partnerships, maintain customer relationships and develop other database industry relationships externally for business growth.  

Work closely by being located in our Salt Lake location with our Sales Leadership, the SDR team, and alongside Marketing leadership to boost FairCom's revenue engine. Ensure a personal streamlined sales funnel analyzing all data points to accurately strategize and build a healthy customer and channel pipeline for FairCom’s database software solutions (FairCom DB, FairCom EDGE, and c-treeRTG).

Here is What You’d Be Doing:

  • Presents and demonstrates the value of products and services to prospective buyers through on-site or remote demonstrations.
  • Follows up regularly with prospects according to the sales cycle to identify workarounds to resistances and value propositions.
  • Target, self-generate, and connect with qualified leads and new businesses to determine serviceability and follow-up as appropriate via cold calls or other methods reaching out to prospects.
  • Presents and demonstrates the value of products and services to prospective buyers through on-site or remote demonstrations.
  • Stays current on company offerings and industry trends.
  • Builds long-lasting, mutually beneficial relationships with external contacts and internal departments to create a better customer experience.
  • Investigates and resolves customer problems and negotiations to see proposed projects to final implementation.
  • Interact closely with the SDR team, providing feedback of inbound leads and prospects.
  • Drive revenue and market share to meet, and preferably exceed revenue targets and other strategic goals
  • Help develop, deliver and implement sale plans and solutions with defined strategies for current and potential enterprise and business customers
  • Maintain assigned leads in SalesForce CRM and also maintain general industry contacts to allow for up-to-date and adequate sales data.
  • Attend, on a frequent basis: trade shows, onsite customer visits, and other industry relationship-building events.
  • Develop sales strategies for establishing strengthened partnerships and business relationships to market products or services to current customers and achieve your goals.
  • Communicate effectively the estimated date of delivery to the customer, based on knowledge of own firm's production and delivery schedules.
  • Collaborate with internal departments, such as marketing, sales engineers, and developers, and external partners and allies in the development and implementation of strategies, plans, and product deliverables. 
  • Provides support to upper management in deal negotiations, contract development, due diligence, and other business development or alliance development projects. 
  • Monthly reporting on Customer Status, Potential Opportunities, and Potential Threats to Sales Leadership. 
  • Create & articulate compelling value propositions around FairCom’s product offering
  • Gain and maintain a thorough technical understanding of company service offerings
  • Help develop long-term strategic relationships with key accounts.

Must-Have Qualifications

  • Strong track record that shows achieving targets and driving sales growth as a sales professional
  • 3+ years of experience in Software Account Management selling software solutions to ISVs and/or IT departments
  • 5+ years of experience in B2B Sales
  • 5+ years of customer service experience via phones, email, executive face-to-face interaction
  • Familiar with the basic concepts of a typical IT infrastructure, like servers, storage, business applications (ERP, CRM, BI, etc.), and the role a database plays in all this
  • Strong proficiency in SalesForce

Desirable Qualifications

  • Bachelor’s Degree from an accredited institution
  • Experience with Inbound & Outbound Sales tools (Automation, Bots, etc.)
  • Experience with the following: FairCom DB, c-treeRTG, or FairCom EDGE
  • A formal degree in Computer Science and/or applicable software development industry experience


About FairCom 

For 40 years, not only has FairCom database technology withstood the test of time, it has continually evolved so that customers have access to one of the fastest, most flexible, and reliable database solutions on the market today. Come help us continue in our efforts to make FairCom the preferred database technology for thousands of ISVs and enterprise organizations worldwide. More than 40 members of the Fortune 100 have trusted FairCom to provide stable database technology, including industry giants such as Verizon,  NASA, the FAA, Motorola Solutions, Thomson Reuters, FICO, and many others! Enjoy the best of small company culture and big business success all within one of the most exciting industries.