Senior Customer Business Executive, Oil & Gas

Cognite•Houston, TX

1d•Onsite

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 Do you want to develop Cognite’s customer relationship with some of the largest heavy-asset industrial companies in the world? Cognite is leading the charge in the Fourth Industrial Revolution, helping our partners make the data they already have do more. For the fourth year in a row, Cognite is undergoing rapid growth. One of the teams seeing the most transformation is our Customer Business Executive (CBE) team, which partners with our customers to build relationships, learn about their businesses, and drive value based on our customers’ desired outcomes. We’re looking for new team members to join our team as a CBE. The CBE acts as the primary customer advocate throughout the post-sale lifecycle by driving customer retention, expansion, and satisfaction. The CBE is responsible for helping our new customers realize the value of our products, including the execution of their customer business plan, the achievement of their business goals, and the adoption of our product to drive greater ROI and satisfaction.

Requirements

Bachelor’s degree in a relevant subject or work experience for the role
5-10 years of experience leading customer engagements as an account manager, customer business manager, or related role
A rich understanding of customer business methodologies and practices, including (but not limited to) segmentation, customer journey, and customer health scoring
Commercial experience in renewals and/or upselling relevant enterprise B2B software
Confidence when running executive business reviews and engaging with C-level sponsors
Strong writing, presentation, and communication skills, including chairing meetings or hosting webinars.
A proven track record in your industry and a strong network in your dedicated vertical
Knowledge of the heavy asset industry, such as oil and gas, power and utilities, or manufacturing
Supporting negotiations with multiple stakeholders
AMER - Ability to work from the Houston office, from customer sites throughout the greater Houston area, and throughout the US, with occasional flexibility to work from home
AMER - Ability and willingness to travel throughout the US 30-50% of the time, with occasional international travel, as required

Nice To Haves

Experience with data contextualization technology and software as a service (SaaS)
MEDDPICC and Command the Message experience
CRM experience (SalesForce and Gainsight, preferred)
A proven track record of turning red accounts green through a white-glove approach and partnership with customer stakeholders
Experience working at a high-growth scale-up organization
Demonstrated experience in engaging with teams across corporate functions
A self-sufficient character able to meet deadlines and manage changing priorities
An ability to thrive with limited structure
A results-oriented individual who thrives working in a fast-paced environment and maintains a calm approach when operating under pressure and Speak a language other than English with business fluency.

Responsibilities

Develop trusted advisor relationships with key stakeholders
Own relationships with executive sponsors, budget owners, and decision-makers
Understand the customer's values, goals, and vision, helping them realize the full potential of Cognite's products
Drive adoption and usage by aligning the solution with customer business goals
Identify and execute new use cases and expansion opportunities to additional customer sites
Contribute to customer’s success, focusing your expertise on assigned stages of the customer journey
Identify, nurture, and close upsell/cross-sell opportunities to expand customer lifetime value
Demonstrate value and lead renewal discussions to ensure customer retention and long-term partnerships, including negotiating and securing renewals for your assigned accounts
Collaborate with Account Executive (Sales) and Delivery Manager for customer introductions and relationship hand-offs
Cultivate customer champions and leverage their testimonials and case studies to promote brand awareness and drive new business. Build referenceability.
Support AE in closing new deals by sharing customer success stories
Partner with Sales Enablement to create customized materials for value tracking
Increase and maintain Customer Net Promoter Scores(NPS)
Nurture partners that are relevant to your portfolio of accounts into Cognite's customer reference program
Collaborate with the Cognite Global Value team in developing value roadmaps and customer business plans, charting a path to the customer’s desired outcome with Cognite software, leveraging a comprehensive understanding of Cognite's products
Developing an account strategy and maintaining an internal account plan to align Cognite cross-functionally around the account plans and needs
Own assigned accounts pipeline and forecast for all horizons
Carry expansion and renewal quotas according to assigned accounts
Communicate the product roadmap to customers, ensuring it meets the customer’s needs
Drive cross-functional collaboration with delivery teams and sales support functions to realize each customer’s value roadmap.
Serve as the “voice of the customer” to both product management and customer community management
Ensure customer engagement with newsletters, webinars, and events
Drive customer enablement through projects, Academy, Community, Support, and solution support
Identifying and assessing renewal risks for customers’ license subscriptions and collaborating with internal teams to mitigate risks
Assist with high-severity requests or issue escalations as needed
Proactively monitor customer metrics (e.g., product usage (MAU and DAU), Net Promoter Score (NPS), churn rate) to identify at-risk accounts and take proactive measures to maintain and improve customer health