Senior Account Executive, Manufacturing

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 Senior Account Executive 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.

What You'll Do

• 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 referenceable 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

Who You Are

• 7+ years successful Software Sales Experience into the 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
• 7+ 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 presentatio