Account Executive, Strategic Accounts
AirtableSalary not specified
Full Time
Junior (1 to 2 years)
Not SpecifiedCompensation
Mid-level (3 to 4 years), Senior (5 to 8 years)Experience Level
Full TimeJob Type
UnknownVisa
Oil and Gas, Energy, ManufacturingIndustries
Requirements
- Ability to develop trusted advisor relationships with key stakeholders, including executive sponsors, budget owners, and decision-makers
- Understanding of customer's values, goals, and vision to help realize full potential of Cognite's products
- Expertise in driving adoption and usage by aligning solutions with customer business goals
- Capability to identify and execute new use cases and expansion opportunities to additional customer sites
- Experience in contributing to customer success across assigned stages of the customer journey
- Skills in identifying, nurturing, and closing upsell/cross-sell opportunities to expand customer lifetime value
- Proficiency in demonstrating value, leading renewal discussions, negotiating, and securing renewals for assigned accounts
- Ability to collaborate with Account Executives (Sales) and Delivery Managers for customer introductions and hand-offs
- Capacity to cultivate customer champions, leverage testimonials and case studies for brand awareness, and build referenceability
- Experience supporting Account Executives in closing new deals by sharing customer success stories
- Partnership skills with Sales Enablement to create customized materials for value tracking
- Focus on increasing and maintaining high Customer Net Promoter Scores (NPS)
- Ability to nurture relevant partners into Cognite's customer reference program
- Collaboration with the Cognite Global Value team
Responsibilities
- Develop trusted advisor relationships with key stakeholders
- Own relationships with executive sponsors, budget owners, and decision-makers
- Understand the customer's values, goals, and vision, helping them realize the full potential of Cognite's products
- Drive adoption and usage by aligning the solution with customer business goals
- Identify and execute new use cases and expansion opportunities to additional customer sites
- Contribute to customer’s success, focusing expertise on assigned stages of the customer journey
- Identify, nurture, and close upsell/cross-sell opportunities to expand customer lifetime value
- Demonstrate value and lead renewal discussions to ensure customer retention and long-term partnerships, including negotiating and securing renewals for assigned accounts
- Collaborate with Account Executive (Sales) and Delivery Manager for customer introductions and relationship hand-offs
- Cultivate customer champions and leverage their testimonials and case studies to promote brand awareness and drive new business; build referenceability
- Support AE in closing new deals by sharing customer success stories
- Partner with Sales Enablement to create customized materials for value tracking
- Increase and maintain Customer Net Promoter Scores (NPS)
- Nurture partners relevant to portfolio of accounts into Cognite's customer reference program
- Collaborate with the Cognite Global Value team
Skills
Key technologies and capabilities for this role
Questions & Answers
Common questions about this position
What are the core values at Cognite?
Cognite's core values are Impact, where Cogniters strive to make an impact in all they do; Ownership, embracing a culture of ownership and fostering inclusivity; and Relentless, pursuing innovation relentlessly while viewing setbacks as growth opportunities.
What are the main responsibilities of a Customer Business Executive?
The CBE develops trusted advisor relationships with key stakeholders, owns relationships with executive sponsors and decision-makers, understands customer goals to drive product value, promotes adoption aligned with business goals, and identifies expansion opportunities.
Is this a remote position or does it require office work?
This information is not specified in the job description.
What is the salary or compensation for this role?
This information is not specified in the job description.
What makes a strong candidate for the Customer Business Executive role?
A strong candidate should excel at building trusted advisor relationships with executives, deeply understanding customer business goals in heavy-asset industries like Oil & Gas, driving product adoption and expansion, and acting as a customer advocate post-sale.
Cognite
Industrial data management for asset-heavy industries
About Cognite
Cognite specializes in managing industrial data and facilitating digital transformation for asset-heavy industries like oil and gas, power and utilities, and manufacturing. Its main product, Cognite Data Fusion, integrates and organizes data from various sources, making it easier for businesses to analyze and utilize this information effectively. This process, known as data contextualization, enhances the relevance of data for better decision-making. Cognite operates on a software-as-a-service (SaaS) model, allowing clients to subscribe to its software, which provides a consistent revenue stream and access to ongoing updates. Additionally, Cognite offers consulting services to assist clients in optimizing their use of the software. The company's goal is to help industries improve their operations through better data management and digital solutions.
Bærum, NorwayHeadquarters
2016Year Founded
$219.2MTotal Funding
SERIES_BCompany Stage
Data & Analytics, Industrial & Manufacturing, Enterprise SoftwareIndustries
501-1,000Employees
Benefits
Competitive Compensation + 401(k) with employer matching
Health, Dental, Vision & Disability Coverages with premiums fully covered for employees and all dependents
Unlimited PTO + flexibility to enjoy it
Paid Parental Leave Program
Learning & Development Stipends
Global Mobility & Exchange Program
Company Paid Friday Lunch via DoorDash + Fully Stocked Fridges in the offices
Risks
Emerging industrial AI startups pose a threat to Cognite's market share.
Geopolitical tensions could disrupt operations in key regions like the Middle East.
Reliance on cloud providers introduces risks related to data security and outages.
Differentiation
Cognite Data Fusion integrates and contextualizes data for asset-heavy industries.
Cognite offers a subscription-based SaaS model, ensuring continuous software updates.
Cognite's solutions enhance safety, sustainability, and efficiency in industrial operations.
Upsides
Cognite's partnership with Google Cloud enhances scalability and security for data management.
The launch of Cognite Embedded opens new innovation avenues for industrial software builders.
Cognite's joint venture with Saudi Aramco expands its influence in the MENA region.
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