Account Executive

Overview

Win new business with top Manufacturing accounts by helping customers achieve improved business results through 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
• Actively prospect and generate new pipeline through your personal network and provide commercial insights to prospective clients on how Cognite's solutions 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)
• Apply value-selling processes and demonstrate 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 to other corporate functions, particularly product management and marketing
• Present and demonstrate solutions in person and via web-based presentations

What you'll need

• 5+ years of successful software sales experience into the Chemical Manufacturing vertical
• Ability to explain the respective value chains for process and discrete manufacturing, including key economic drivers, business, people and technical inter-dependencies, and the digitalization opportunity with Industry 4.0
• Well-versed in 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
• 5+ years of direct sales experience carrying and exceeding a quota, selling enterprise software/SaaS (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, with 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, with superb time management and prioritization skills
• Savvy at helping customers create business cases with quantified ROI to justify new investments
• Bachelor's degree

Nice to have

• 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)

Details

• Location: USA (Houston); USA (remote)
• Approximately 50% travel on client site and to US offices