Senior Account Executive

Summary

Join Cognite, a leading SaaS company in industrial digitalization, as a Senior Account Executive. You will play a crucial role in driving company growth by acquiring new enterprise software clients and expanding Annual Recurring Revenue (ARR). This position requires a proven track record in enterprise software sales, strong relationship management, and the ability to develop and execute comprehensive territory and account strategies. You will be responsible for generating new sales pipelines, closing deals, and ensuring seamless hand-off to the account management team. The ideal candidate will possess extensive experience in enterprise software sales, particularly within the Oil & Gas, Manufacturing, or Energy sectors. Cognite offers a competitive compensation package and a variety of benefits.

Requirements

• 15+ Years of total industry experience with at least 7 years of successful Enterprise Software Sales Experience required, with a strong focus on generating new business and driving ARR growth
• Relevant domain knowledge in upstream, midstream, refining, or process manufacturing, particularly in areas such as production and yield optimization, production visibility, predictive maintenance, and operational efficiency is required
• Demonstrated and recognized track record of meeting and exceeding quota, particularly in direct sales roles (not Channel or Partner sales)
• Proven experience in using consultative selling techniques to understand business objectives and align Cognite solutions accordingly, with strong business acumen and industry knowledge
• Skill in navigating complex sales cycles, effectively identifying and engaging key decision-makers early in the process
• Proficiency in leveraging and customizing tools and assets provided by Marketing and other teams to help close deals in a highly collaborative environment
• Familiarity with Operational Technology equipment and software, including platforms like Honeywell Connected Plant, Emerson Plantweb/AMS, and GE/Meridium APM
• Experience selling enterprise software/SaaS solutions, particularly in Business Intelligence, Big Data, Advanced Analytics, and Machine Learning to C-level executives
• A detail-oriented approach coupled with robust relationship-building skills and a strong commitment to delivering exceptional customer service
• Outstanding written and verbal communication skills, with exceptional presentation capabilities
• Passion, self-motivation, and a history of demonstrating effective time management and prioritization skills
• Bachelor’s degree in a relevant field

Responsibilities

• Consistently exceed sales quotas by driving self-generated new business as well as handling inbound leads; working with accounts to grow revenue throughout their land, expand, and scale phases of Cognite solution deployments
• Develop and execute a comprehensive territory strategy and account strategy to drive bookings growth and win new customers
• Actively generate a new sales pipeline through prospecting efforts, including cold outreach, utilizing your existing network, engaging in social selling, collaborating with Cognite partners, attending industry events, employing marketing tools and assets, and engaging with inbound leads
• Close new business deals by coordinating requirements, developing and negotiating contracts, and aligning contract requirements with Cognite’s Customer Success and Partner teams
• Orchestrate internal resources to deliver against client performance metrics as they land and expand their use of Cognite solutions
• Cultivate a trusted network of reference able customers to help drive additional business
• Ensure seamless hand-off of mature accounts to the account management team for ongoing relationship management
• Utilize value-selling techniques to align Cognite’s capabilities with customer objectives effectively
• Present and demonstrate Cognite solutions both in-person and through web-based presentations, illustrating their value to prospective clients
• Stay informed about new product features and their implications for customer success; understand industry and technology trends that could impact customers' value realization from Cognite solutions
• Build relationship governance at executive levels within customer accounts
• Maintain accurate opportunity and resource forecasting using Salesforce and Clari
• Analyze sales metrics to refine and enhance your sales strategy
• Approximately 50% travel to meet with clients and prospects

Benefits

• Competitive Compensation including base plus bonus
• 401(k) with 4% employer matching
• Health, Dental, Vision & Disability Coverages with premiums fully covered for employees and all dependents
• Unlimited PTO + flexibility to enjoy it
• 18 Company Holidays including the week between Christmas & New Years
• Paid Parental Leave Program
• Employee Stock Purchase Program (ESPP)
• Employee Referral Program
• In office catered lunches 3x per week via Colorfull Catering + Fully Stocked Fridges in the offices
• Join a team of 70 different nationalities 🌐 with Diversity, Equality and Inclusion (DEI) in focus 🤝
• A highly modern and fun working environment with sublime culture across the organization, follow us on Instagram @ cognitedata 📷 to know more
• Opportunity to work with and learn from some of the best people on some of the most ambitious projects found anywhere, across industries
• Join our HUB 🗣️ to be part of the conversation directly with Cogniters and our partners
• Paid mobile phone and WiFI
• A pet lover? Get the chance to meet Spot 🐶!