Technical Account Manager For A Software Company
Job Title: Technical Account Manager
Type of Company: We sell product lifecycle management software. We help companies put a set of software tools in place that helps them develop their products.
Education: BS, Mechanical Engineering, Rose-Hulman Institute of Technology
Previous Experience: After college, I worked as a design engineer at different machine shops that used 2-D CAD systems.
Job Tasks: I have 2 main job responsibilities.
My main responsibility is to work with our sales teams to help sell our software. This software includes the following major categories: CAD (computer-aided design), engineering analysis and calculations, and data management. The software's aim is to allow a company that designs anything from a child's toy to a jumbo jet to create its design (and everything that describes it) and make it easily available to work on anywhere in the world.
I have to understand exactly how our software works and be able to explain its virtues to prospective clients. Because of my degree in engineering, I am able to work with our clients and discuss product development in an intelligent fashion. I understand the requirements because I once designed products myself. .
My second responsibility is as a manager. I have 4 engineers whom I manage. They are responsible for doing demos of our software as well. Therefore I must be able to coach them on the best way to demo software and also to discuss its business value, which isn't always easy to do at the same time.
Best and Worst Parts of the Job: The best part of my job is that there is a different challenge every week, sometimes every day. I get to work closely with many different types of customers. So one week I'll be interacting with a company that makes large air compressors, the next week with a medical device company, and the next week a company that produces dishwashers for restaurants. Every company has different needs and ways they do business.
The most difficult part of the job is not having anything at the end of the effort but a purchase order (PO). As an engineer I was trained that the end result of any effort would probably be some finished design or product. But selling software means that the end result is a piece of paper from a customer with a PO.
1.) I strongly encourage you to work in a group environment as much as possible. I can't name many activities or jobs that we do in which the job is a solo activity.
2.) Try to get comfortable addressing groups of people. Comfort in front of a large audience is a valuable skill.
3.) Be flexible. The world of technology is constantly changing.