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Cognite is an industrial AI and data platform company focused on digital transformation in manufacturing and heavy industry. As an Account Executive for Chemical Manufacturing, you will drive new business growth in the chemical manufacturing vertical, selling Cognite Data Fusion and AI solutions to enterprise customers.
Key responsibilities include developing and executing a territory strategy to generate bookings growth; actively prospecting and leveraging your network to build pipeline and deliver commercial insights on how Cognite's solutions address critical value-chain challenges; managing complex, multi-stakeholder sales cycles while leading cross-functional teams (pre-sales, solutions engineering, etc.); utilizing value-selling methodologies and demonstrating deep product knowledge; negotiating pricing and terms with large enterprises; achieving bookings targets while building reference-able customers; maintaining accurate forecasting; and providing market feedback to product and marketing teams.
You will present and demonstrate solutions both in-person and virtually, with approximately 50% travel to client sites and US offices. The role requires 5+ years of direct software/SaaS sales experience into chemical manufacturing, with a proven track record of exceeding quota and closing enterprise deals. You must understand process and discrete manufacturing value chains, Industry 4.0 digitalization opportunities, and key use cases such as yield optimization, production visibility, predictive maintenance, and quality improvement. Experience with operational technology platforms (Honeywell, Emerson, GE, Aveva, OSIsoft PI) is essential. You should be trained in Command of the Message or MEDDPICC sales methodologies, skilled at building quantified ROI business cases, and comfortable with big data, BI, and machine learning concepts. Strong communication, presentation, relationship-building, and time-management skills are required.
