Director, Key Accounts

About CogniteEmbark on a transformative journey with Cognite, a global SaaS forerunner in leveraging data to unravel complex business challenges through our cutting-edge Cognite Data Fusion (CDF) platform. We were awarded the 2022 Technology Innovation Leader for Global Digital Industrial Platforms & Cognite was recognized as 2024 Microsoft Energy and Resources Partner of the Year. In the realm of industrial digitalization, we stand at the forefront, reshaping the future of Oil & Gas, Manufacturing and Energy sectors. Join us in this venture where data meets ingenuity, and together, we forge the path to a smarter, more connected industrial future.
Learn more about Cognite hereCognite Product Tour 2024Cognite Product Tour 2023Data Contextualization Masterclass 2023
Our valuesImpact: Cogniters strive to make an impact in all that they do. We are result-oriented, always asking ourselves.Ownership: Cogniters embrace a culture of ownership. We go beyond our comfort zones to contribute to the greater good, fostering inclusivity and sharing responsibilities for challenges and success. Relentless: Cogniters are relentless in their pursuit of innovation. We are determined and deliverable (never ruthless or reckless), facing challenges head-on and viewing setbacks as opportunities for growth. 


As a Cognite Director, Key Accounts, you will contribute to Cognite’s growth by expanding business with existing Lighthouse customers and driving high customer satisfaction and adoption within these accounts. You will help customers achieve improved business results through their adoption of Cognite Data Fusion to improve customers’ operational results in the Energy industry.  

What You'll Do

• Develop and execute the strategy to drive customer satisfaction, subscription renewals, upsells, and user adoption with existing Lighthouse customers  
• Orchestrate all key customer-facing interactions, including executive sponsor engagement, quarterly business reviews, regular executive governance, headquarter strategy visits, digital transformation workshops, and joint business strategy planning; thus deepening and broadening the partnership between your strategic accounts and Cognite  
• Create and continually update long-term business strategy plan and pursue new “white space” areas where Cognite can enable innovation and address the most important areas of your customers’ value chain  
• Use your executive communications and discovery skills to be your customers’ trusted advisor to help them achieve millions of dollars of business benefit in their digital transformations 
• Build broad and deep customer relationships with all key stakeholders (across customers’ functional areas – and at all levels from the C-suite to the vital individual contributors – and with key ecosystem influencers, such as systems integrator and independent software vendor partners)  
• Orchestrate complex sales cycles and lead your extended territory team (pre-sales and other key functions) to delight your prospects and customers – using the Command of the Message sales methodology and MEDDPICC 
• Manage communications and resolutions of issues between Lighthouse customers and internal teams  
• Leverage strategic partners, such as SLB, to accelerate growth in your territory 
• Negotiate favorable pricing and business terms by selling value and ROI  
• Achieve bookings targets while developing satisfied and reference-able customers  
• Accurately forecast monthly and quarterly results; and update salesforce.com and Clari 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 30% travel  

Who You Are

• 4+ years exceeding multi-million software/ SaaS annual recurring revenue quotas in a direct sales role to Energy Super Major accounts and enabling these customers to achieve significant business value 
• You are consistently #1 or #2 in sales performance. 
• 5+ ye