Business Development Director, Energy



Sales & Business Development
Houston, TX, USA
Posted on Wednesday, May 8, 2024
About Cognite
Embark 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. In the realm of industrial digitalization, we stand at the forefront, reshaping the future of Oil & Gas, Manufacturing and Energy sectors. As an integral part of the esteemed Aker family, Cognite brings forth a legacy of innovation and excellence. Excitingly, we are set to extend our footprint to the vibrant landscapes of India, which opens the door for you to be part of the expansion from the beginning. Join us in this venture where data meets ingenuity, and together, we forge the path to a smarter, more connected industrial future.
As a Business Development Director, 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, such as SLB, 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 & 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

  • 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).
  • 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, 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 Data Lakes, Lakehouses, Data Warehouses, Business Intelligence, DataOps, and Machine Learning / Generative AI
  • Start-up experience (Series A, B, or C)
  • Bachelor's degree

Why choose Cognite? 🏆 🚀

A snapshot of our many perks and benefits as a Cogniter

  • Competitive Compensation including base plus bonus
  • 401(k) with 4% employer matching
  • Health, Dental, Vision & Disability Coverages with premiums fully covered for employees and all dependents
  • Unlimited PTO + flexibility to enjoy it
  • 18 Company Holidays including the week between Christmas & New Years
  • Paid Parental Leave Program
  • Employee Stock Purchase Program (ESPP)
  • Employee Referral Program
  • Company Paid Friday Lunch via DoorDash + Fully Stocked Fridges in the offices
  • Join a team of 70 different nationalities 🌐 with Diversity, Equality and Inclusion (DEI) in focus 🤝.
  • A highly modern and fun working environment with sublime culture across the organization, follow us on Instagram @cognitedata 📷 to know more
  • Opportunity to work with and learn from some of the best people on some of the most ambitious projects found anywhere, across industries
  • Join our HUB 🗣️ to be part of the conversation directly with Cogniters and our partners.
  • Paid mobile phone and WiFI
  • A pet lover? Get the chance to meet Spot 🐶!
Cognite is a global industrial SaaS company that was established with one clear vision: to rapidly empower industrial companies with contextualized, trustworthy, and accessible data to help drive the full-scale digital transformation of asset-heavy industries around the world. Our core Industrial DataOps platform, Cognite Data Fusion™, enables industrial data and domain users to collaborate quickly and safely to develop, operationalize, and scale industrial AI solutions and applications to deliver both profitability and sustainability. Visit us at and follow us on Twitter @CogniteData or LinkedIn:
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; everyone we hire will receive the same level of consideration for training, compensation, and promotion.
We ask for gender as part of our application because we want to ensure equal assessment in the recruitment process. Your answer will help us reach this commitment! However, the question about gender is optional and your choice not to answer will not affect the assessment of your application in any way.