Technical Account Manager

Topcon Positioning Group is headquartered in Livermore, California, USA (topconpositioning.com). We design, manufacture and distribute productivity tools for developing a brighter future. Whether cultivating the earth or building upon it, Topcon brings innovation in workflow automation and seamless connectivity of data to construction, geopositioning and agriculture industries focused on developing a sustainable tomorrow.

Topcon Positioning UK is looking for a motivated and committed

Technical Account Manager UK

Job location:    United Kingdom ( remote) with availability to travel for business purpose up to 80% of working hours ( 4 days per week )

Job Description

The Technical Account manager UK  is responsible for translating customer requirements into technically viable, commercially compelling solutions across the construction portfolio.

This role sits at the critical intersection of sales, product and delivery, ensuring:

• Solutions are correctly specified
• Value is clearly articulated
• Opportunities are technically de-risked prior to close

This role is the technical authority in the sales cycle, enabling both internal sales teams and external partners (OEMs and dealers) to win.

Core duties:

1. Technical Sales Support (Dealer Execution)

• Partner with Sales, Channel Manager and OEM Key Accounts on qualified opportunities
• Lead technical discovery sessions with customers (contractors, earthworks and site teams)
• Design and validate end-to-end solutions (hardware + software + workflow)
• Build solution configurations specific to UK market and technical proposals
• Support commercial positioning with ROI justification and use-case alignment

2. Customer Demonstrations & Proof of Value

• Deliver high-impact product demonstrations (on-site and remote)
• Run field trials / pilot deployments to prove value
• Translate technical capability into operational and financial outcomes
• Support conversion from Proof of Concept to commercial commitment

3. OEM & Channel Enablement

• Act as a technical advisor to OEM distributors and dealer partners
• Support joint customer visits with OEM/Dealer Sales teams
• Enable partners through:
  • Product training
  • Application guidance
  • Use-case deployment
• Ensure consistent, high quality solution positioning across the channel

4. Solution Standardization & Best Practice

• Develop and maintain standard solution architectures
• Define application playbooks by segment (earthworks, highways, utilities, etc)
• Feed insights into product, pricing and GTM strategy
• Support creation of:
  • ROI tools
  • Demo scripts
  • Technical collateral

5. Pipeline Influence & Technical Qualification

• Actively shape opportunities in Middle of funnel (MOFU) and bottom of funnel (BOFU) stages.
• Identify and mitigate:
  • Technical risks
  • Compatibility issues
  • Integration constraints
• Ensure pipeline quality through technical validation discipline

6. Post-Sales Handover & Feedback Loop

• Ensure clean transition from sales to delivery/support
• Capture field feedback to improve:
  • Product performance
  • Sales messaging
  • Implementation approach

Key Interfaces

• Internal - UK Sales Manager, Distribution Manager, Sales Managers and Technical Support
• External – OEM distributors (SMT Volvo, Hitachi, McHale Komatsu), UK dealers and contractors

Revenue Influence

• % of closed deals supported by technical sales
• Win rate on opportunities with technical sales involvement
• Average deal size uplift

Pipeline Quality

• % of opportunities technically validated before close
• Reduction in post-sale technical issues

Conversion Effectiveness

• Demo to deal conversion rate
• Proof of concept to contract conversion rate

Enablement Impact

• Number of partner enablement sessions delivered

Partner technical competency improvement

Education and Experience:

• Experience in:
  • Machine control / construction technology / geospatial solutions
• Strong understanding of:
  • Earthmoving workflows
  • Site operations
  • Contractor pain points
• Ability to:
  • Translate technical features into business value
  • Engage credibly with both engineers and commercial stakeholders

• B Driving License and Knowledge of the English language on conversational level

Desirable:

• Experience working with:
  • OEM (Volvo, Hitachi, CAT, etc.)
  • Dealer/channel networks
• Familiarity with:
  • 3D machine control
  • GNSS, total stations, site positioning
  • Design software (such as Magnet, Autodesk, etc)

Behavioural Profile:

• Technically credible – trusted advisor in front of customers
• Commercially aware – understands deal dynamics, not just product
• Structured thinker – can break down complex problems into solutions
• Field-oriented – comfortable on-site
• Influential communicator – able to drive alignment across stakeholders