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

What you’ll do

• Develop and execute the strategy to drive customer satisfaction, subscription renewals, and upsells with existing Lighthouse customers
• Orchestrate all key customer-facing interactions, including executive sponsor engagement, quarterly business reviews, headquarter strategy visits, digital transformation workshops, and joint business strategy planning; thus deepening and broadening the partnership between your strategic accounts and Cognite
• Complete long-term business strategy planning and pursue new “white space” areas where Cognite can enable innovation and address the most important areas of your customers’ value chain
• Be an expert and strategic advisor on your customers’ business priorities and technical needs
• 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)
• 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 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 30% travel

Who you Are

• 7+ years of oil and gas industry experience
• 5+ years of large account management experience and leading account teams
• 7+ years of direct sales experience carrying a quota and selling Digital Transformation/ Oil & Gas Line-of-Business Applications/ Business Intelligence/ Data Warehouse/ Big Data software to C-level executives across enterprises
• Proven track record meeting and exceeding software/SaaS bookings goals with customers in a Direct sales role (not Channel or Partner-based)
• Experience starting, managing, and closing complex sales cycles from start to finish resulting in multi-million dollar commitments
• Executive level written and verbal communication skills, including stellar presentation 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

What Makes Us Great

• An opportunity to make an impact on the industrial future and be part of disruptive and groundbreaking global projects
• High level of autonomy, ability to influence decisions and to learn from mistakes
• Work along side a driven, engaging team with in-depth software expertise and industry experience
• Opportunity to join Together@Cognite for social, community, and diversity initiatives
• Focus on agility and speed, openness, togetherness, impact, and obligation to speak up
• Join a team that truly lives their values and brings their whole selves to Cognite

Perks & Benefits

• Competitive Compensation + 401(k) with employer matching
• Health, Dental, Vision & Disability Coverages with premiums fully covered
• Unlimited PTO + flexibility to enjoy it
• Paid Parental Leave Program
• Learning & Development Stipends
• Global Mobility & Exchange Program
• FriYay Catered Lunch + Fully Stocked Fridges

About Cognite

Cognite is a global industrial Software-as-a-Service (SaaS) company enabling the full-scale digital transformation of heavy-asset industries. Our core software product, Cognite Data Fusion (CDF), powers companies with contextualized OT/IT data to develop and scale solutions that increase safety, sustainability, efficiency, and drive revenue.

Headquartered in Oslo, Norway, Cognite has garnered the attention and partnership of some of the world's top industrial and tech companies, and the company’s success has been profiled in publications like Boston Consulting Group, Bloomberg, Digital Energy Journal, and Houston Chronicle. Google awarded Cognite Google Cloud Technology Partner of the Year 2019 for Manufacturing and Technical Ukeblad named CEO, Dr. John Markus Lervik Technology Leader of the Year during the Tech Awards 2019.