Director, Key Accounts

1 month ago

Houston, United States Cognite Full time
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 & Cognite was recognized as 2024 Microsoft Energy and Resources Partner of the Year. In the realm of industrial digitalization, we stand at the forefront, reshaping the future of Oil & Gas, Manufacturing and Energy sectors. Join us in this venture where data meets ingenuity, and together, we forge the path to a smarter, more connected industrial future.

Learn more about Cognite here

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Our values

Impact: Cogniters strive to make an impact in all that they do. We are result-oriented, always asking ourselves.

Ownership: Cogniters embrace a culture of ownership. We go beyond our comfort zones to contribute to the greater good, fostering inclusivity and sharing responsibilities for challenges and success.

Relentless: Cogniters are relentless in their pursuit of innovation. We are determined and deliverable (never ruthless or reckless), facing challenges head-on and viewing setbacks as opportunities for growth.

As a Cognite Director, Key Accounts, you will contribute to Cognite's growth by expanding business with existing Lighthouse customers and driving high customer satisfaction and adoption within these accounts. You will help customers achieve improved business results through their adoption of Cognite Data Fusion to improve customers' operational results in the Energy industry.

What You'll Do
    • Develop and execute the strategy to drive customer satisfaction, subscription renewals, upsells, and user adoption with existing Lighthouse customers
    • Orchestrate all key customer-facing interactions, including executive sponsor engagement, quarterly business reviews, regular executive governance, headquarter strategy visits, digital transformation workshops, and joint business strategy planning; thus deepening and broadening the partnership between your strategic accounts and Cognite
    • Create and continually update long-term business strategy plan and pursue new "white space" areas where Cognite can enable innovation and address the most important areas of your customers' 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
    • Build broad and deep customer relationships with all key stakeholders (across customers' functional areas - and at all levels from the C-suite to the vital individual contributors - and with key ecosystem influencers, such as systems integrator and independent software vendor partners)
    • 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
    • Manage communications and resolutions of issues between Lighthouse customers and internal teams
    • Leverage strategic partners, such as SLB, to accelerate growth in your territory
    • Negotiate favorable pricing and business terms by selling value and ROI
    • Achieve bookings targets while developing satisfied and reference-able customers
    • Accurately forecast monthly and quarterly results; and update salesforce.com and 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 30% travel
Who You Are
    • 4+ years exceeding multi-million software/ SaaS annual recurring revenue quotas in a direct sales role to Energy Super Major accounts and enabling these customers to achieve significant business value
    • You are consistently #1 or #2 in sales performance.
    • 5+ years of large account management experience and leading extended account teams
    • Proficient at navigating 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.
    • Detail oriented, strong relationship-building skills
    • Executive level written and verbal communication skills, including stellar presentation skills
    • Self-starter, able to work in a cross functional team environment, and exhibit superb time management and prioritization skills
    • Savvy at helping customers create business value cases with quantified ROI to justify new investments
    • Familiar with relevant technologies, such as Data Lakes, Lakehouses, Data Warehouses, Business Intelligence, DataOps, Ontologies, and Machine Learning / Generative AI
    • Start-up experience (Series A, B, or C)
    • Bachelor's degree


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

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

* Frost & Sullivan named Cognite a Technology Innovation Leader

* Built In 2024 Best Places to Work in Austin, TX and Houston, TX

* Cognite Recognized as 2024 Microsoft Energy and Resources Partner of the Year

* Most recently Cognite Data Fusion® Achieved Industry First DNV Compliance for Digital Twins

Apply today

If you're excited about the opportunity to work at Cognite and make a difference in the tech industry, we encourage you to apply today We welcome candidates of all backgrounds and identities to join our team.

We encourage you to follow us on Cognite LinkedIn; we post all our openings there.

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