VP of Sales - Life Sciences and Process Manufacturing

Cognite•Boston, MA

13h

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 VP of Sales, you will report to the President of Cognite Americas and lead a team that will win new and repeat business from large companies in the Life Sciences and Process Manufacturing verticals. . You will help customers achieve improved business results through their adoption of Cognite Data Fusion to accelerate their digital transformations. Recruit, develop and mentor top sales talent. Develop and execute a territory strategy to drive bookings growth and win new customers Drive successful value realization and expansions at existing customers. Manage complex sales cycles and lead your extended territory team (pre-sales, sales operations, value delivery, etc) to delight your prospects and customers Persistently drive the commitment to value-selling processes by your team including command the message and MEDDPICC Develop a commanding knowledge of Cognite’s solutions and how they uniquely drive value realization with your customers 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 through rigorous processes to convert leads to prospects, drive pipeline growth and assess and manage sales cycles. Provide timely and insightful input back to other corporate functions, particularly product management and marketing Approximately 50% travel on client site and to our US offices The Impact you bring to Cognite Detail oriented, high-energy leader 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. Experience as an executive sponsor with customers an advantage Demonstrated ability to lead a direct sales team that has consistently grown ARR at double digit rates (not Channel or Partner-based) 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 Specific experience in selling into relevant industry segments including Pharmaceutical, Bio-Pharma and Contract Manufacturing; Medical Devices; Medical Products; Food and Beverage; CPG; Pulp and Paper; Metals Producers; Building Materials; and Fertilizer Manufacturers. Self-starter , 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 Experience rapidly scaling a sales organization in size and complexity

Requirements

Detail oriented, high-energy leader 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.
Experience as an executive sponsor with customers an advantage
Demonstrated ability to lead a direct sales team that has consistently grown ARR at double digit rates (not Channel or Partner-based)
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
Specific experience in selling into relevant industry segments including Pharmaceutical, Bio-Pharma and Contract Manufacturing; Medical Devices; Medical Products; Food and Beverage; CPG; Pulp and Paper; Metals Producers; Building Materials; and Fertilizer Manufacturers.
Self-starter , 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
Experience rapidly scaling a sales organization in size and complexity
5+ years of successful, referenceable software sales leadership experience
In addition to sales leadership, 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

Nice To Haves

Minimum Bachelor’s degree. A relevant Master’s degree is preferred.
Excellent written and verbal communication skills, including stellar presentation skills
Previous training in Command of the Message, MEDDPICC and Salesforce is a plus, but not a requirement.

Responsibilities

Recruit, develop and mentor top sales talent.
Develop and execute a territory strategy to drive bookings growth and win new customers
Drive successful value realization and expansions at existing customers.
Manage complex sales cycles and lead your extended territory team (pre-sales, sales operations, value delivery, etc) to delight your prospects and customers
Persistently drive the commitment to value-selling processes by your team including command the message and MEDDPICC
Develop a commanding knowledge of Cognite’s solutions and how they uniquely drive value realization with your customers
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 through rigorous processes to convert leads to prospects, drive pipeline growth and assess and manage sales cycles.
Provide timely and insightful input back to other corporate functions, particularly product management and marketing
Approximately 50% travel on client site and to our US offices