Strategic Account Manager

About the role

<div class="content-intro"><p></p> <h1><span style="font-size: 18pt;"><span style="color: rgb(102, 110, 153);">What Cognite is:</span> <span style="color: rgb(0, 41, 255);">Relentless</span> <span style="color: rgb(102, 110, 153);">to achieve</span></span></h1> <p></p> <p><span style="font-size: 12pt;">Cognite operates at the forefront of <strong>industrial digitalization, building AI</strong>, 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.</span></p> <p><span style="font-size: 12pt;">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.&nbsp;</span></p> <p><span style="font-size: 12pt;">Our <a href="https://www.cognite.com/en/company/newsroom/cognite-s-industrial-ai-momentum-soars-driving-ecosystem-impact-at-global-conference">Moonshot</a> 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.</span></p> <p><br><img style="display: block; margin-left: auto; margin-right: auto; max-width: 100%;" width="708"></p> <p>&nbsp;</p></div><div> <h1>How you’ll demonstrate <span style="color: rgb(0, 41, 255);"><strong>Ownership</strong></span></h1> <p>As a <strong>Strategic Account Manager</strong>, you will be the primary architect of Cognite’s relationship with our most high-value global 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.</p> <ul> <li><strong>Strategic Growth:</strong> Develop and execute comprehensive account strategies to drive value realization, double-digit ARR growth, and new opportunity capture.</li> <li><strong>Executive Sponsorship:</strong> Cultivate multi-level relationships across the client organization, acting as the primary point of contact and lead advocate for their success.</li> <li><strong>Team Orchestration:</strong> Lead a cross-functional "extended territory team" (including Tech Sales, Value Delivery, Product, Marketing, Partners) to ensure seamless execution.</li> <li><strong>Sales Excellence:</strong> Rigorously apply value-selling methodologies, specifically <strong>Command the Message</strong> and <strong>MEDDPICC</strong>, to maintain high-quality sales cycles.</li> <li><strong>Value Realization:</strong> Master Cognite’s solution suite to articulate how our technology uniquely solves complex industrial challenges and drives ROI.</li> <li><strong>Commercial Negotiation:</strong> Lead complex negotiations for large enterprise contracts, focusing on favorable business terms and value-based pricing.</li> <li><strong>Operational Rigor:</strong> Maintain precise forecasts, pipeline data, and detailed account/close plans to provide actionable insights to corporate leadership.</li> <li><strong>Presence:</strong> Engage directly with clients on-site (approx. <strong>50% travel</strong>).</li> </ul> </div> <div>&nbsp;</div> <div> <h1>The <span style="color: rgb(0, 41, 255);">Impact</span> you bring to Cognite</h1> </div> <div> <div> <ul> <li><strong>Experience:</strong> 5+ years of direct enterprise software/SaaS sales experience, consistently exceeding quotas in high-growth environments.</li> <li><strong>Domain Expertise:</strong> Deep understanding of <strong>Oil &amp; Gas, Refining, or Chemicals</strong> industries.</li> <li><strong>Technical Literacy:</strong> High fluency in SaaS, Cloud, Big Data, and <strong>Generative AI</strong>; you should be comfortable discussing ARR, NRR, and TCV, and manage subscription pricing models and large service

Skills