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
- 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? 🏆 🚀
- Join us in making a real and lasting impact in one of the most exciting and fastest-growing new software companies in the world.
- We have repeatedly demonstrated that digital transformation, when anchored on strong DataOps, drives business value and sustainability for clients and allows front-line workers, as well as domain experts, to make better decisions every single day.
- Cognite Earns 2023 Microsoft Partner of the Year Award; Recognized as a Global Leader in Energy & Resources and Industrials & Manufacturing
- And just recently, Frost & Sullivan named Cognite a Technology Innovation Leader!
A snapshot of our many perks and benefits as a Cogniter
- Employee Stock Purchase Program (ESPP)
- Employee Referral Program
- 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
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What We Do
Cognite is an AI company that delivers industrial software to improve the production efficiency of Energy, Process Manufacturing, and other industrial companies. We deliver an Industrial DataOps platform that liberates siloed data and empowers our customers to solve some of their most complex business problems with AI-powered solutions. The typical solutions we enable drive innovative new ways to approach Data Exploration, Digital Operator Rounds, Production Optimization, Turnaround Planning, and Root Cause Analysis. We do this by automating and scaling industrial data contextualization of various sources (such as time series, engineering diagrams, equipment logs, maintenance records, 3D facility models, images, large point clouds, and more). We use AI and other tools to find and map the meaningful relationships between the data across these various sources. In addition, we provide intuitive tools that enable efficient use of analytics and automated workflows, as well as prebuilt AI capabilities and a low-code industrial agent builder, Cognite Atlas AI, that enables AI to carry out more complex operations with greater accuracy.
Why Work With Us
Employees at Cognite are pushing the envelope with the latest cloud technology, scaling industrial applications across hundreds of assets, revolutionizing industrial data models, and working with robotics. Cogniters are fast, creative, and resilient. We keep the energy high and fun, learning from our mistakes and celebrating our victories together.
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