Senior Account Manager

Overview

Cognite operates at the forefront of industrial digitalization, building AI and data solutions that solve some of the world’s hardest, highest-impact problems. With unmatched industrial heritage and a comprehensive suite of AI capabilities, Cognite accelerates digital transformation to drive operational improvements. Our moonshot is bold: unlock $100B in customer value by 2035 and redefine how global industry works.

Senior Account Manager, Oil & Gas, Abu Dhabi. Cognite is a global leader in industrial software with our Industrial Data Ops platform, Cognite Data Fusion®, at the core. We were awarded the 2022 Technology Innovation Leader for Global Digital Industrial Platforms. We are seeking a seasoned Account Manager who thrives on enabling large organizations at the executive level to create greater impact through technology.

“Together, we will make vast quantities of data easily available for customers to use and innovate at scale quickly, to increase production, improve financial performance, and achieve sustainability goals.”

The Senior Account Manager is responsible for the expansion of key accounts and helping our new customers realize the value of our products, including the execution of their roadmap, the achievement of their business goals, and the adoption of our product to drive greater ROI and satisfaction. You will nurture long-term relationships with your portfolio of assigned customers; connect with key business executives and IT stakeholders;

and develop a deep understanding of their business requirements and how they are using Cognite to meet their needs. This role typically manages 1-2 key accounts and reports to the VP of the MENA region, working closely with Sales and Account Management teams.

As our Senior Account Manager, your key responsibilities will be

• Managing the relationship with Cognite’s most valuable customers
• Developing a trusted advisor relationship with key stakeholders and executive sponsors
• Ensuring all Cognite activities are aligned with the customer’s business case and strategy to realize the full potential of Cognite’s products
• Driving expansions and securing renewals for your assigned accounts
• Developing value roadmaps and account plans, charting a path to the customer’s desired outcome with Cognite software, identifying expansion opportunities
• Working with the Sales organization to close upsell/cross-sell opportunities and expand customer lifetime value
• Communicating the product roadmap to customers and ensuring it meets their needs
• Serving as the “voice of the customer” to product management and the customer community management
• Collaborating with Field Marketing/Account Development to ensure customer engagement with newsletters, webinars, and events
• Identifying and assessing renewal risks for customers’ license subscriptions and collaborating with internal teams to ameliorate
• Collaborating with Cognite partners to maximize value generation

We believe most of these should match your experience

• 5+ years of experience with a demonstrable track record in leading customer engagements as an Account Manager or related role
• Rich understanding of Account Management methodologies and practices including segmentation, customer journey, and customer health scoring
• Commercial experience in renewals and upselling
• Track record of expanding complex enterprise deals
• SaaS, Data Platforms and Oil & Gas background
• Fluent in written and spoken English; verbal skills in Arabic are an advantage
• Proven experience selling at C-level in business and IT
• Experience collaborating with channel partners
• Experience working in a high-growth scale-up organization
• Familiarity with Salesforce, MEDDPICC, and Clari

Don’t meet every single requirement? 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, we encourage you to apply anyway. You may be the right candidate for this or other roles.

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 demonstrated that digital…