Senior Account Executive, Manufacturing at Cognite

Houston, Texas, United States

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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

Territory Strategy

Prospecting

Pipeline Generation

New Business Development

SaaS Sales

Account Management

Commercial Insights

Digital Transformation

Industrial SaaS

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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