Senior Account Executive, Pharma (Life Science)

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, Pharma 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.

We are seeking an accomplished Senior Account Executive who will play a pivotal role in driving Cognite’s growth by winning new business within your assigned territory. The ideal candidate will boast a proven track record in enterprise software sales, particularly in generating and expanding Annual Recurring Revenue (ARR) through new client acquisition, building collaborative teams, focusing on customer value, and strong relationship management.

• Consistently exceed sales quotas by driving self-generated new business as well as handling inbound leads; working with accounts to grow revenue throughout their land, expand, and scale phases of Cognite solution deployments.
• Develop and execute a comprehensive territory strategy and account strategy to drive bookings growth and win new customers.
• Actively generate a new sales pipeline through prospecting efforts, including cold outreach, utilizing your existing network, engaging in social selling, collaborating with Cognite partners, attending industry events, employing marketing tools and assets, and engaging with inbound leads.
• Close new business deals by coordinating requirements, developing and negotiating contracts, and aligning contract requirements with Cognite’s Customer Success and Partner teams.
• Orchestrate internal resources to deliver against client performance metrics as they land and expand their use of Cognite solutions.
• Cultivate a trusted network of reference able customers to help drive additional business.
• Ensure seamless hand-off of mature accounts to the account management team for ongoing relationship management. 
• Utilize value-selling techniques to align Cognite’s capabilities with customer objectives effectively.
• Present and demonstrate Cognite solutions both in-person and through web-based presentations, illustrating their value to prospective clients.
• Stay informed about new product features and their implications for customer success; understand industry and technology trends that could impact customers' value realization from Cognite solutions.
• Build relationship governance at executive levels within customer accounts.
• Maintain accurate opportunity and resource forecasting using Salesforce and Clari.
• Analyze sales metrics to refine and enhance your sales strategy.
• Approximately 50% travel to meet with clients and prospects.

• 15+ Years of total industry experience with at least 7 years of successful Enterprise Software Sales Experience required, with a strong focus on generating new business and driving ARR growth.
• Relevant domain knowledge in upstream, midstream, refining, or process manufacturing, particularly in areas such as production and yield optimization, production visibility, predictive maintenance, and operational efficiency is required
• Demonstrated and recognized track record of meeting and exceeding quota, particularly in direct sales roles (not Channel or Partner sales).
• Proven experience in using consultative selling techniques to understand business objectives and align Cognite solutions accordingly, with strong business acumen and industry knowledge.
• Skill in navigating complex sales cycles, effectively identifying and engaging key decision-makers early in the process.
• Proficiency in leveraging and customizing tools and assets provided by Marketing and other teams to help close deals in a highly collaborative environment. 
• Familiarity with Operational Technology equipment and software, including platforms like Honeywell Connected Plant, Emerson Plantweb/AMS, and GE/Meridium APM.
• Experience selling enterprise software/SaaS solutions, particularly in Business Intelligence, Big Data, Advanced Analytics, and Machine Learning to C-level executives.
• A detail-oriented approach coupled with robust relationship-building skills and a strong commitment to delivering exceptional customer service.
• Outstanding written and verbal communication skills, with exceptional presentation capabilities.
• Passion, self-motivation, and a history of demonstrating effective time management and prioritization skills. 
• Bachelor’s degree in a relevant field.

Don’t meet every single requirement? Studies have shown that women and people of colour are less likely to apply to jobs unless they meet every single qualification. We are dedicated to building a diverse, inclusive and authentic workplace, so if you’re excited about this role but your past experience doesn’t align perfectly with every qualification in the job description, we encourage you to apply anyways. You may be just the right candidate for this or other roles.

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

* In office catered lunches 3x per week via Colorfull Catering + 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.

Equal Opportunity

Cognite is committed to creating a diverse and inclusive environment at work and is proud to be an equal opportunity employer. All qualified applicants will receive the same level of consideration for employment; everyone we hire will receive the same level of consideration for training, compensation, and promotion. 

We ask for gender as part of our application because we want to ensure equal assessment in the recruitment process. Your answer will help us reach this commitment! However, the question about gender is optional and your choice not to answer will not affect the assessment of your application in any way.