Senior Account Executive, Manufacturing

Senior Account Executive, Manufacturing

As a Senior Account Executive, 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.

What You'll Do

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

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

Who You Are

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

Don't meet every single requirement? Studies have shown that women and people of colour are less likely to apply to jobs unless they meet every single qualification. We are dedicated to building a diverse, inclusive and authentic workplace, so if you're excited about this role but your past experience doesn't align perfectly with every qualification in the job description, we encourage you to apply anyways. You may be just the right candidate for this or other roles.

A snapshot of our many perks and benefits as a Cogniter:

* Competitive compensation

* 401(k) with employer matching

* Competitive health, dental, vision & disability coverages for employees and all dependents

* Unlimited PTO

* Paid Parental Leave Program

* Employee Stock Purchase Program (ESPP)

* Employee Referral Program

* Join a team of 60+ different nationalities with Diversity, Equality and Inclusion (DEI) in focus.

* A highly modern and fun working environment with sublime culture across the organization

* Opportunity to work with and learn from some of the best people on some of the most ambitious projects found anywhere, across industries

* Join our HUB to be part of the conversation directly with Cogniters and our partners.

* Paid mobile phone and WiFI

Why choose Cognite?

* Join us in making a real and lasting impact in one of the most exciting and fastest-growing new software companies in the world.

* We have repeatedly demonstrated that digital transformation, when anchored on strong DataOps, drives business value and sustainability for clients and allows front-line workers, as well as domain experts, to make better decisions every single day.

* Cognite Earns 2023 Microsoft Partner of the Year Award; Recognized as a Global Leader in Energy & Resources and Industrials & Manufacturing

* Frost & Sullivan named Cognite a Technology Innovation Leader!

* Built In 2024 Best Places to Work in Austin, TX and Houston, TX

* Cognite Recognized as 2024 Microsoft Energy and Resources Partner of the Year

* Cognite Data Fusion® Achieved Industry First DNV Compliance for Digital Twins

Apply today! If you're excited about the opportunity to work at Cognite and make a difference in the tech industry, we encourage you to apply today! We welcome candidates of all backgrounds and identities to join our team.

Equal Opportunity

Cognite is committed to creating a diverse and inclusive environment at work and is proud to be an equal opportunity employer. All qualified applicants will receive the same level of consideration for employment; everyone we hire will receive the same level of consideration for training, compensation, and promotion.