Business Development Director, Energy Solutions

7 days ago

Houston, Texas, United States Cognite Full time
About Cognite

Cognite is a global leader in the field of industrial digitalization, providing cutting-edge solutions for the oil and gas, manufacturing, and energy sectors. As a Business Development Director, you will play a key role in driving growth and innovation within our organization.

Key Responsibilities
  • Develop and execute a territory strategy to drive bookings growth and win new business with leading energy accounts.
  • Through active prospecting 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, helping them achieve millions of dollars of business benefit in their digital transformations.
  • Orchestrate complex sales cycles and lead your extended territory team to delight your prospects and customers, using the Command of the Message sales methodology and MEDDPICC.
  • Leverage strategic partners, such as SLB, 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 accordingly.
  • 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.

Requirements
  • 7+ years of experience 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).
  • 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.
  • 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, and a focus on high-level customer service.
  • Executive-level written and verbal communication skills, including stellar presentation skills.
  • 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 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.

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