Cognite operates at the forefront of industrial digitalization, building AI, and data solutions that solve 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.
We thrive in challenges. We challenge assumptions. We execute with speed and ownership. If you view obstacles as signals to step forward - not backwards - you’ll feel right at home here.
Our Moonshot is bold: Unlock $100B in customer value by 2035, and redefine how global industry works. Join us in this venture where AI and data meet ingenuity, and together, we will 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 Life Sciences and Pharmaceutical 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, including manufacturing, quality, IT, and digital leadership, 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 of 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 manufacturing and operational challenges in regulated environments 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 the Life Sciences, Pharmaceutical, or Biotech manufacturing industries, including the regulatory and quality context (e.g., GxP, validation requirements) that shapes how these customers buy and adopt technology.
- 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 navigate organizational politics, including the interplay between Operations, Quality, and IT.
- 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.
Required Qualifications
- 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.
- Impact 2025
- Cognite's Industrial AI: Moonshot
- We’re globally recognized domain experts with an international presence that spans Phoenix, Houston, Oslo Tokyo, Bengaluru, and Abu Dhabi.
Skills Required
- 5+ years of direct enterprise software or SaaS sales experience with consistent quota attainment
- Deep understanding of Life Sciences, Pharmaceutical, or Biotech manufacturing industries
- Knowledge of regulatory and quality contexts, including GxP and validation requirements
- Fluency in SaaS, Cloud, Big Data, and Generative AI concepts
- Experience selling to C-Level stakeholders across business and IT
- Bachelor's degree
- Excellent written, verbal, and presentation skills
- Ability to build business cases and navigate complex Excel and PowerPoint deliverables
- Training in Command of the Message or MEDDPICC
- Proficiency in Salesforce and modern sales engagement stacks
- Master's degree
Cognite Compensation & Benefits Highlights
The following summarizes recurring compensation and benefits themes identified from responses generated by popular LLMs to common candidate questions about Cognite and has not been reviewed or approved by Cognite.
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Affordable Benefits — Healthcare premiums for employees and dependents are often fully covered, reducing out‑of‑pocket costs. Feedback suggests this makes the total rewards feel competitive in key markets.
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Parental & Family Support — Paid parental leave for primary and secondary caregivers is described as generous. This signals a family‑friendly approach that many consider a standout perk.
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Leave & Time Off Breadth — Unlimited PTO with a company‑wide year‑end shutdown offers ample time away from work. Flexible time‑off options are consistently highlighted across U.S. roles.
Cognite Insights
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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