Senior Sales Executive - Manufacturing SaaS
SamsungSalary not specified
Not SpecifiedCompensation
Senior (5 to 8 years)Experience Level
Full TimeJob Type
UnknownVisa
Manufacturing, Energy, Chemicals, PharmaceuticalsIndustries
Requirements
- 7+ years successful Software Sales Experience into the Manufacturing vertical
- Can explain the respective value chains for process and discrete manufacturing - including the key economic drivers; the business, people, and technical inter-dependencies; the digitalization opportunity with Industry 4.0
- Well-versed in important manufacturing use cases, such as yield optimization, production visibility, higher operator productivity, quality improvement, predictive maintenance, and higher machine utilization
- Experience with Operational Technology equipment and related software, such as Honeywell Connected Plant, Emerson Plantweb/AMS, GE/Meridum APM, Aveva, Bentley, and OSIsoft PI
- 7+ years of direct sales experience carrying and exceeding a quota and selling enterprise software/software-as-a-service (Business Intelligence/Data Warehouse/Big Data/Advanced Analytics/Machine Learning) to C-level executives
- Proven track record meeting and exceeding software/SaaS bookings goals with new customers in a Direct sales role (not Channel or Partner-based)
- Experience starting, managing, and closing complex sales cycles
- Trained in Command of the Message
Responsibilities
- Develop and execute a territory strategy to drive bookings growth and win new customers
- Through active prospecting and your personal network of contacts, generate new pipeline and provide “commercial insights” to prospective clients on how Cognite’s solutions will address the most important areas of their value chain
- Manage complex sales cycles and lead your extended territory team (pre-sales and other key functions) to delight your prospects and customers
- Utilize value-selling processes alongside demonstrating a wealth of knowledge of Cognite’s solutions
- Negotiate favorable pricing and business terms with large enterprises by selling value and ROI
- Achieve bookings targets while developing satisfied and referenceable customers
- Accurately forecast monthly and quarterly results
- Update 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 50% travel on client site and to our US offices
Skills
Key technologies and capabilities for this role
Questions & Answers
Common questions about this position
What experience is required for the Senior Account Executive role?
Candidates need 7+ years of successful software sales experience specifically into the Manufacturing vertical.
What are the main responsibilities of this position?
The role involves developing territory strategy to drive bookings growth, generating new pipeline through prospecting, managing complex sales cycles, utilizing value-selling processes, negotiating terms, achieving targets, forecasting results, updating Salesforce, and providing insights to other functions.
What are Cognite's company values?
Cognite's values are Impact (result-oriented), Ownership (embracing responsibility and inclusivity), and Relentless (pursuit of innovation, facing challenges head-on).
How much travel is required in this role?
The position requires approximately 50% travel to client sites and US offices.
What makes a strong candidate for this Senior Account Executive position?
A strong candidate has 7+ years of software sales experience in Manufacturing, can explain value chains for process and discrete manufacturing, and brings a personal network for prospecting.
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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