Account Executive - Process Manufacturing

Account Executive - Process Manufacturing

USA (Houston)

Cognite operates at the forefront of industrial digitalization, building AI and data solutions that solve some of 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.

Our moonshot is bold: unlock $100B in customer value by 2035 and redefine how global industry works.

We thrive in challenges. We challenge assumptions. We execute with speed and ownership. If you view obstacles as signals to step forward - not step back - you’ll feel at home here. Join us in this venture where AI and data meet ingenuity, and together, we forge the path to a smarter, more connected industrial future.

As the Sales Account Executive, you will engage with prospects to win business from large companies in the Process Manufacturing verticals. You will help customers achieve improved business results through their adoption of Cognite Data Fusion to accelerate their digital transformations.

• Achieve bookings targets while developing satisfied and reference-able customers
• 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 and how they impact our customer’s value realization
• Negotiate favorable pricing and business terms with large enterprises by selling value and ROI
• Develop a commanding knowledge of Cognite’s solutions and how they uniquely drive value realization with your 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
• Develop a commanding knowledge of Cognite’s solutions and how they uniquely drive value realization with your customers

• Detail oriented,
  high-energy sales professional with strong relationship-building skills and a focus on delighting customers in every phase of our engagements
• Proven experience selling at C-Level both in business and IT
• Specific experience in selling SaaS solutions
  , cloud deployments and subscription pricing model, commanding a deep understanding of software sales processes and terminology including ARR, NRR, TCV and Services Bookings
• Self-st>, able to work in a team environment, and superb time management and prioritization skills
• Has demonstrated a dedication to driving standardization to sales processes to ensure consistent and scalable results
• Committed to value based selling and is savvy at helping customers create business cases with quantified ROI to justify new investments
• 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
• Familiarity with relevant technology
  , such as Big Data (Hadoop, Spark, Hive, Big Query);
  Data Warehouses;
  Business Intelligence; and Machine Learning

• 5+ years successful Software Sales Experience into Process Manufacturing companies is required (Food and Beverage, CPG, Pulp and Paper, Metals Producers, Fertilizer Manufacturers, Building Materials)
• 5+…