About the role
What Cognite is: Relentless to achieve Cognite operates at the forefront of industrial digitalization, building AI , and data solutions that solve the world’s hardest, highest-impact problems. With unmatched industrial heritage and a comprehensive suite of AI capabilities, including low-code AI agents, Cognite accelerates the digital transformation to drive operational improvements. We thrive in challenges. We challenge assumptions. We execute with speed and ownership. If you view obstacles as signals to step forward - not backwards - you’ll feel right at home here. Our Moonshot is bold: Unlock $100B in customer value by 2035, and redefine how global industry works. Join us in this venture where AI and data meet ingenuity, and together, we will forge the path to a smarter, more connected industrial future. How you’ll demonstrate Ownership As a Senior Account Executive, Manufacturing you will win new business with top Manufacturing accounts. You will help customers achieve improved business results through their adoption of Cognite Data Fusion to accelerate their digital transformations. 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 reference-able 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 The Impact you bring to Cognite 7+ years successful Software Sales Experience into the Manufacturing vertical is required 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 and/or MEDDPICC Detail oriented, strong relationship-building skills and a focus on a high level of customer service Excellent written and verbal communication skills, including stellar presentation skills Self-starter, able to work in a team environment, and superb time management and prioritization skills Savvy at helping customers create business cases with quantified ROI to justify new investments Familiarity with relevant technology, such as Big Data (Hadoop, Spark, Hive, BigQuery); Data Warehouses; Business Intelligence; and Machine Learning Start-up experience (Series A, B, or C) Bachelor's degree Learn more