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Cognite is a leader in industrial digitalization, AI, and data solutions that drive operational improvements across global enterprises. As VP of Account Management, you will own the strategic and commercial success of Cognite's largest and most complex Japanese accounts, managing a portfolio with total potential value exceeding $5.5M+ ARR.
You will lead the end-to-end "Land, Expand, and Scale" lifecycle strategy, combining executive-level C-suite partnership development with mentorship of high-performing teams executing at the site level. This role requires orchestrating Cognite's global ecosystem—Field Engineering, Product, Delivery, and Solutions—to transform customer relationships into lasting strategic partnerships.
Key responsibilities include: global account orchestration for multi-site rollouts and enterprise-wide adoption; complex value engineering to identify and quantify unrealized value pools (e.g., $17M+ annual site savings) and transition accounts from pilots to multi-year agreements; and strategic navigation of client organizational changes, mergers, and competitive threats.
You will develop and execute comprehensive account expansion roadmaps, establish repeatable "Account War Room" cadences to resolve technical roadblocks, convert skeptical C-suite stakeholders into active champions, and execute value-centric competitive defense strategies. Success is measured by net new ARR generation from scaled customers, $1.5M+ in annual expansion opportunities, multi-threaded stakeholder engagement across four or more business units per account, forecast accuracy within ±10%, and 20%+ net revenue retention.
This role demands 15+ years of industrial or enterprise software sales experience, deep expertise in complex deal orchestration, and proven ability to navigate and influence at the executive level. You should have a track record of building and scaling high-performing sales teams, managing seven-figure account portfolios, and driving transformational customer outcomes.
