Senior Account Executive, Energy

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).
• 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