Strategic Account Manager
Cognite
Cognite operates at the forefront of industrial digitalization, building AI and data solutions that solve some of the world’s hardest, highest-impact problems. With unmatched industrial heritage and a comprehensive suite of AI capabilities, including low-code AI agents, Cognite accelerates the digital transformation to drive operational improvements.
Our moonshot is bold: unlock $100B in customer value by 2035 and redefine how global industry works.
What Cognite is Relentless to achieve
We thrive in challenges. We challenge assumptions. We execute with speed and ownership. If you view obstacles as signals to step forward - not step back - you’ll feel at home here. Join us in this venture where AI and data meet ingenuity, and together, we forge the path to a smarter, more connected industrial future.
How you’ll demonstrate Ownership
As a Strategic Account Manager, you will be the primary architect of Cognite’s relationship with our most high-value global accounts. You won’t just manage a portfolio; you will act as a "CEO of the account," fostering deep strategic partnerships and driving aggressive growth through a value-first mindset.
- Strategic Growth: Develop and execute comprehensive account strategies to drive value realization, double-digit ARR growth, and new opportunity capture.
- Executive Sponsorship: Cultivate multi-level relationships across the client organization, acting as the primary point of contact and lead advocate for their success.
- Team Orchestration: Lead a cross-functional "extended territory team" (including Tech Sales, Value Delivery, Product, Marketing, Partners) to ensure seamless execution.
- Sales Excellence: Rigorously apply value-selling methodologies, specifically Command the Message and MEDDPICC, to maintain high-quality sales cycles.
- Value Realization: Master Cognite’s solution suite to articulate how our technology uniquely solves complex industrial challenges and drives ROI.
- Commercial Negotiation: Lead complex negotiations for large enterprise contracts, focusing on favorable business terms and value-based pricing.
- Operational Rigor: Maintain precise forecasts, pipeline data, and detailed account/close plans to provide actionable insights to corporate leadership.
- Presence: Engage directly with clients on-site (approx. 50% travel).
The Impact you bring to Cognite
- Experience: 5+ years of direct enterprise software/SaaS sales experience, consistently exceeding quotas in high-growth environments.
- Domain Expertise: Deep understanding of Oil & Gas, Refining, or Chemicals industries.
- Technical Literacy: High fluency in SaaS, Cloud, Big Data, and Generative AI; you should be comfortable discussing ARR, NRR, and TCV, and manage subscription pricing models and large service programs.
- Political savvy : strong relationship-building skills, focused on a high level of customer service, you can read and deal with organizational politics.
- Mindset: A blend of high-energy ambition and "coachability." You thrive in ambiguity and are proactive in resolving issues with minimal supervision.
- Analytical Rigor: Skilled in building business cases and navigating complex Excel/PowerPoint deliverables.
- Language: Native or professional fluency in both French and English is mandatory.
- Bachelor’s degree (Master’s preferred).
- Proven track record of selling to C-Level stakeholders across both Business and IT.
- Excellent written and verbal communication skills, including good presentation skills
Preferred Experience
- Previous training in Command of the Message or MEDDPICC is highly preferred.
- Proficient in Salesforce and modern sales engagement stacks.