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Account Executive, Chemical Manufacturing

Cognite

Role overview

Qualifications

  • 5+ years successful Software Sales Experience into the Chemical Manufacturing vertical
  • Experience with Operational Technology equipment and related software
  • Proven track record meeting and exceeding software/SaaS bookings goals
  • Bachelor's degree

Responsibilities

  • Develop and execute a territory strategy to drive bookings growth and win new customers
  • Manage complex sales cycles and lead your extended territory team
  • Utilize value-selling processes and demonstrate knowledge of Cognite’s solutions
  • Accurately forecast monthly and quarterly results

Key facts

Hard skills

Software Sales Manufacturing Engineering Territory Expansion Build Pipeline Sales Forecasting Force.Com Operational Technology (OT) Security Sales Management Customer Relationship Management

Other skills

  • Negotiation
  • Communication
  • Relationship Building
  • Customer Service
  • Teamwork
  • Time Management

About the company

Cognite logo

Cognite

Cognite is a global industrial Software-as-a-Service (SaaS) leader, with an eye on the future and a drive to digitalize the industrial world. We’ve created a new class of industrial software which allows asset-intensive industries to operate more sustainably, securely, and efficiently. Our core software product is Cognite Data Fusion (CDF), designed to quickly contextualize OT/IT data to develop and scale company solutions. We use technology like hybrid AI, big data, machine learning, and 3D modelling to get there. We serve oil and gas, power and utilities, renewable energy, manufacturing, and other heavy-asset industries. Our technology helps them operate through transitions, sustainably and to scale, and without sacrificing bottom lines. We believe data must be made accessible, insightful, and open.In other words, we help our customers make data do more. And with that pave way for a full-scale digital transformation of heavy industry.Founded in 2016, we now number 700 strong, including some of the best software developers, data scientists, designers, and 3D specialists in the field. Hailing from 50 nationalities, we’re talented, curious, and fun to be around.Get to know us better: Life at Cognite: linkedin.com/company/cognitedata/life/Make data do more: makedatadomore.cognite.com/Twitter: @CogniteDataFacebook: @CogniteDataIG: @CogniteDataYoutube: /c/cognite

Company details

Company typeScaleup
Company size501 - 1000

Links

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Job description

What Cognite is: Relentless to achieve

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

We thrive in challenges. We challenge assumptions. We execute with speed and ownership. If you view obstacles as signals to step forward - not backwards - you’ll feel right at home here. 

Our Moonshot is bold: Unlock $100B in customer value by 2035, and redefine how global industry works. Join us in this venture where AI and data meet ingenuity, and together, we will forge the path to a smarter, more connected industrial future.


 

As an Account Executive, Manufacturing you will win new business with top Manufacturing accounts. You will help customers achieve improved business results through their adoption of Cognite Data Fusion to accelerate their digital transformations.
  • 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
  • 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 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
 

The Impact you bring to Cognite

  • 5+ years successful Software Sales Experience into the Chemical Manufacturing vertical is required
  • 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
  • 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 and selling enterprise software/ software-as-a-service (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, 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, and superb time management and prioritization skills
  • Savvy at helping customers create business cases with quantified ROI to justify new investments
  • 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)
  • Bachelor's degree

A snapshot of our many perks and benefits as a Cogniter

  • Competitive compensation
  • 401(k) with employer matching
  • Competitive health, dental, vision & disability coverages for employees and all dependents
  • Unlimited PTO
  • Paid Parental Leave Program
  • Employee Referral Program
 
 
 
Learn more about us
 
 
 
 
 
Equal Opportunity
Cognite is committed to creating a diverse and inclusive environment at work and is proud to be an equal opportunity employer. All qualified applicants will receive the same level of consideration for employment.

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Marcus Rivera

Chief Revenue Officer

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