Account Executive - Process Manufacturing

Cognite•Houston, TX

18h

About The Position

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. What Cognite is Relentless to achieve 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. How you’ll demonstrate Ownership 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 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 Develop a commanding knowledge of Cognite’s solutions and how they uniquely drive value realization with your customers The Impact you bring to Cognite 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-starter , able to work in a team environment, and superb time management and prioritization skills Excellent communication skills , including stellar presentation 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, BigQuery); Data Warehouses; Business Intelligence; and Machine Learning

Requirements

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-starter , able to work in a team environment, and superb time management and prioritization skills
Excellent communication skills , including stellar presentation 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, BigQuery); 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+ 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/Automation/Operational Technology) to C-level executives
Minimum Bachelor’s degree

Nice To Haves

Previous training in Command of the Message, MEDDPICC and Salesforce is a plus, but not a requirement.
Midwest (Chicago), Southeast (Atlanta), Northeast (Boston / New York / Philadelphia, Texas (Houston) or Arizona (Phoenix) locations preferred, other locations may be considered.
A relevant Master’s degree is preferred.

Responsibilities

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
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
Develop a commanding knowledge of Cognite’s solutions and how they uniquely drive value realization with your customers