About Cognite
Embark on a transformative journey with Cognite, a global SaaS forerunner in leveraging AI and data to unravel complex business challenges through our cutting-edge offerings including Cognite Atlas AI, an industrial agent workbench, and the 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 digital transformation, we stand at the forefront, reshaping the future of Oil & Gas, Chemicals, Pharma and other Manufacturing and Energy sectors. Join us in this venture where AI and data meet ingenuity, and together, we forge the path to a smarter, more connected industrial future.
Learn more about Cognite here
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Our values
Impact: 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, Energy, you will win new business with top Oil & Gas/ Energy 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 business with leading Energy accounts
Through active prospecting (cold outreach & social selling) and your personal network of contacts, generate new pipeline and provide “commercial insights” to prospective clients on how Cognite Data Fusion will address the most important areas of their 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
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
Leverage strategic partners to accelerate growth in your territory
Negotiate favorable pricing and business terms with customers by selling value and ROI
Achieve bookings targets while developing satisfied and referenceable customers
Accurately forecast monthly and quarterly results; and update Clari & 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 40% travel to customer sites and conferences
Who. You Are
Bilingual English and Spanish is required
7+ years exceeding $1+ million software/ SaaS annual recurring revenue quotas in a direct sales role to the largest Oil and Gas firms (IOCs, Upstream, Midstream, Downstream).
10+ years in the oil and gas operations and sales environment.
You are consistently #1 or #2 in sales performance. Experience starting, managing, and closing complex sales cycles from start to finish resulting in multi-million-dollar annual software commitments with new accounts
Past success with land and expand buying motions and unifying disparate customer stakeholders, such as Asset operations leadership to centralized teams, such as IT, maintenance and reliability, turnarounds, and the office of digital transformation
Can explain the respective value chains for Oil & Gas - including the key economic drivers; the business, lifecycle of the asset, people, and technical inter-dependencies; and the digitalization opportunity
Strong understanding of typical customer challenges in oil and gas production optimization and asset performance.
Savvy at helping customers create business cases with quantified ROI to justify new investments
Highly proficient in outbound prospecting
Detail oriented, strong relationship-building skills, & a focus on a high level of customer service
Executive-level written and verbal communication skills, including stellar presentation skills.
You can effectively adapt your communication style from a C-level audience to frontline workers.
Self-starter, able to work in a team environment, and superb time management and prioritization skills
Familiar with relevant technologies, such as industry equipment and its use in the lifecycle, Data Lakes, Lakehouses, Data Warehouses, Business Intelligence, DataOps, and Machine Learning / Generative AI
Start-up experience (Series A, B, or C) highly preferred
Bachelor's degree
