Senior Account Executive, Energy at Cognite

Houston, Texas, United States

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Not SpecifiedCompensation

Senior (5 to 8 years)Experience Level

Full TimeJob Type

UnknownVisa

Energy, Oil & Gas, Industrial Digital TransformationIndustries

Requirements

7+ years exceeding $1+ million software/SaaS annual recurring revenue quotas in a direct sales role to the largest Oil and Gas firms (IOCs, Upstream, Midstream, Downstream)
10+ years in the oil and gas operations and sales environment
Consistently #1 or #2 in sales performance
Experience starting, managing, and closing complex sales cycles from start to finish resulting in multi-million-dollar annual software commitments with new accounts
Past success with land and expand buying motions and unifying disparate customer stakeholders, such as Asset operations leadership to centralized teams, such as IT, maintenance and reliability, turnarounds, and the office of digital transformation
Can explain the respective value chains for Oil & Gas - including the key economic drivers; the business, lifecycle of the asset, people, and tec

Responsibilities

Develop and execute a territory strategy to drive bookings growth and win new business with leading Energy accounts
Through active prospecting (cold outreach & social selling) and your personal network of contacts, generate new pipeline and provide “commercial insights” to prospective clients on how Cognite Data Fusion will address the most important areas of their value chain
Use your executive communications and discovery skills to be your customers’ trusted advisor to help them achieve millions of dollars of business benefit in their digital transformations
Orchestrate complex sales cycles and lead your extended territory team (pre-sales and other key functions) to delight your prospects and customers – using the Command of the Message sales methodology and MEDDPICC
Leverage strategic partners to accelerate growth in your territory
Negotiate favorable pricing and business terms with customers by selling value and ROI
Achieve bookings targets while developing satisfied and referenceable customers
Accurately forecast monthly and quarterly results; and update Clari & salesforce.com on a regular basis
Provide timely and insightful input back to other corporate functions, particularly product management and marketing
Present and demonstrate our solutions in-person and via web-based presentations
Approximately 40% travel to customer sites and conferences

Skills

Key technologies and capabilities for this role

SalesProspectingCold OutreachSocial SellingTerritory ManagementAccount ManagementBusiness DevelopmentDigital TransformationSaaS SalesEnergy Sector

Questions & Answers

Common questions about this position

What are the main responsibilities of the Senior Account Executive, Energy role?

You will develop and execute a territory strategy to drive bookings growth, generate new pipeline through prospecting and networking, orchestrate complex sales cycles using MEDDPICC methodology, leverage partners, negotiate deals, achieve targets, and forecast accurately.

What is the compensation or salary for this position?

This information is not specified in the job description.

Is this role remote or does it require office presence?

This information is not specified in the job description.

What are Cognite's core company values?

Cognite's values are Impact (result-oriented), Ownership (embracing responsibility and inclusivity), and Relentless (pursuit of innovation, facing challenges head-on).

What skills make a strong candidate for this Senior Account Executive role?

Strong candidates have executive communications and discovery skills, experience orchestrating complex sales cycles with MEDDPICC and Command of the Message methodology, prospecting abilities including cold outreach and social selling, and expertise in negotiating value-based deals with ROI focus.

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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