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Cognite is a global industrial SaaS company enabling digital transformation of heavy-asset industries through its Cognite Data Fusion (CDF) platform, which powers companies with contextualized OT/IT data to develop solutions that increase safety, sustainability, and operational efficiency.
As Business Development Director within the Supply Chain Center of Excellence (CoE), you will drive Cognite's growth by winning new supply chain business within accounts headquartered in your territory. You will operate as a subject matter expert, leveraging deep domain insights to help customers transform their supply chain value chain using Cognite Applications and the CDF Platform.
Key Responsibilities:
- Develop and execute targeted territory strategy to accelerate bookings growth and secure high-impact supply chain clients
- Actively prospect and leverage personal network to generate pipeline, providing compelling commercial insights on supply chain optimization
- Lead extended territory teams (including pre-sales and technical experts) through complex enterprise sales cycles to exceed bookings targets
- Quantify ROI and present strong business cases to help enterprise executives justify software investments
- Work with partners to qualify and progress their pipeline, driving joint engagements on qualified opportunities
- Support Account/Engagement Leaders in negotiating favorable pricing and commercial terms with C-level executives
- Partner closely with Product Management and Marketing teams to feed real-market supply chain insights into product strategy
- Support Account Leaders and First Line Managers in accurately forecasting monthly/quarterly bookings and maintaining Salesforce records
The role is field/remote with approximately 50% travel to client sites and the Norway office.
Requirements:
- 10+ years of experience in Manufacturing and broader industrial supply chain environment
- 7+ years of direct or in-support sales experience selling enterprise software/SaaS (BI, Big Data, Advanced Analytics, or AI/ML) to C-level executives, management, and operations
- Demonstrated history of consistently meeting or exceeding SaaS bookings goals in direct/partner/channel-based sales models
- Prior experience operating in high-growth startup environments (Series A, B, or C stage)
- Deep domain expertise in complex supply chain operations for Energy, Manufacturing, or Power Utilities verticals; understanding of production operations and Industry 4.0 initiatives required
- Ability to sell value and build quantified ROI frameworks for prospective buyers
- High degree of self-motivation, time management, and ability to informally lead and influence cross-functional deal teams
- Stellar presentation, written, and verbal communication skills tailored for C-suite engagement
- Proven mastery of selling complex analytics or data platforms (AI, Big Data, Data Warehousing, Business Intelligence, Machine Learning)
- Familiarity with modern data architectures and tools (Big Data frameworks like Hadoop, Spark, Hive, BigQuery; Data Warehouses; Machine Learning)
- Bachelor's degree required
