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Cognite is a leader in industrial digitalization, AI, and data solutions that drive operational improvements for the world's most complex industrial challenges. The company operates at the forefront of industrial AI with a comprehensive suite of capabilities including low-code AI agents.
As a Strategic Account Manager, you will serve as the primary architect of Cognite's relationships with high-value global accounts. You will act as a "CEO of the account," fostering deep strategic partnerships and driving aggressive growth through a value-first mindset.
Key responsibilities include:
• Develop and execute comprehensive account strategies to drive value realization, double-digit ARR growth, and new opportunity capture across your portfolio.
• Cultivate multi-level relationships across client organizations, serving as the primary point of contact and lead advocate for customer success.
• Lead a cross-functional "extended territory team" including Tech Sales, Value Delivery, Product, Marketing, and Partners to ensure seamless execution and alignment.
• Apply advanced value-selling methodologies (Command the Message, MEDDPICC) to maintain high-quality sales cycles and rigorous forecasting.
• Master Cognite's solution suite to articulate how the technology uniquely solves complex industrial challenges and drives measurable ROI.
• Lead complex negotiations for large enterprise contracts, focusing on favorable business terms and value-based pricing models.
• Maintain precise forecasts, pipeline data, and detailed account/close plans to provide actionable insights to corporate leadership.
• Engage directly with clients on-site, with approximately 50% travel expected.
Required qualifications:
• 5+ years of direct enterprise software/SaaS sales experience, consistently exceeding quotas in high-growth environments.
• Deep understanding of Oil & Gas, Refining, or Chemicals industries.
• High fluency in SaaS, Cloud, Big Data, and Generative AI; comfortable discussing ARR, NRR, TCV, subscription pricing models, and large service programs.
• Strong relationship-building skills with ability to navigate organizational politics and read stakeholder dynamics.
• Proven track record of selling to C-Level stakeholders across both Business and IT functions.
• Native or professional fluency in both French and English (mandatory).
• Bachelor's degree (Master's preferred).
• Analytical rigor with strong Excel and PowerPoint skills for building business cases and complex deliverables.
• Ability to thrive in ambiguity, demonstrate high-energy ambition, and show coachability with minimal supervision.
