Topcon Positioning Group is headquartered in Livermore, California, USA (). 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.
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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:
1. Solutions are correctly specified
2. Value is clearly articulated
3. 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)
4. Partner with Sales, Channel Manager and OEM Key Accounts on qualified opportunities
5. Lead technical discovery sessions with customers (contractors, earthworks and site teams)
6. Design and validate end-to-end solutions (hardware + software + workflow)
7. Build solution configurations specific to UK market and technical proposals
8. Support commercial positioning with ROI justification and use-case alignment
2. Customer Demonstrations & Proof of Value
9. Deliver high-impact product demonstrations (on-site and remote)
10. Run field trials / pilot deployments to prove value
11. Translate technical capability into operational and financial outcomes
12. Support conversion from Proof of Concept to commercial commitment
3. OEM & Channel Enablement
13. Act as a technical advisor to OEM distributors and dealer partners
14. Support joint customer visits with OEM/Dealer Sales teams
15. Enable partners through:Product trainingApplication guidanceUse-case deployment
16. Ensure consistent, high quality solution positioning across the channel
4. Solution Standardization & Best Practice
17. Develop and maintain standard solution architectures
18. Define application playbooks by segment (earthworks, highways, utilities, etc)
19. Feed insights into product, pricing and GTM strategy
20. Support creation of:ROI toolsDemo scriptsTechnical collateral
5. Pipeline Influence & Technical Qualification
21. Actively shape opportunities in Middle of funnel (MOFU) and bottom of funnel (BOFU) stages.
22. Identify and mitigate:Technical risksCompatibility issuesIntegration constraints
23. Ensure pipeline quality through technical validation discipline
6. Post-Sales Handover & Feedback Loop
24. Ensure clean transition from sales to delivery/support
25. Capture field feedback to improve:Product performanceSales messagingImplementation approach
Key Interfaces
26. Internal - UK Sales Manager, Distribution Manager, Sales Managers and Technical Support
27. External – OEM distributors (SMT Volvo, Hitachi, McHale Komatsu), UK dealers and contractors
Revenue Influence
28. % of closed deals supported by technical sales
29. Win rate on opportunities with technical sales involvement
30. Average deal size uplift
Pipeline Quality
31. % of opportunities technically validated before close
32. Reduction in post-sale technical issues
Conversion Effectiveness
33. Demo to deal conversion rate
34. Proof of concept to contract conversion rate
Enablement Impact
35. Number of partner enablement sessions delivered
Partner technical competency improvement
Education and Experience:
36. Experience in:Machine control / construction technology / geospatial solutions
37. Strong understanding of:Earthmoving workflowsSite operationsContractor pain points
38. Ability to:Translate technical features into business valueEngage credibly with both engineers and commercial stakeholders
39. B Driving License and Knowledge of the English language on conversational level
Desirable:
40. Experience working with:OEM (Volvo, Hitachi, CAT, etc.)Dealer/channel networks
41. Familiarity with:3D machine controlGNSS, total stations, site positioningDesign software (such as Magnet, Autodesk, etc)
Behavioural Profile:
42. Technically credible – trusted advisor in front of customers
43. Commercially aware – understands deal dynamics, not just product
44. Structured thinker – can break down complex problems into solutions
45. Field-oriented – comfortable on-site
46. Influential communicator – able to drive alignment across stakeholders