Customer Business Executive

Cognite; Düsseldorf; Vor Ort; EUR 70.000 - 90.000; Vollzeit

Zusammenfassung

A global software firm in Düsseldorf is seeking a Customer Business Executive to enhance customer engagement and drive retention. The ideal candidate has a background in customer success and a solid understanding of enterprise B2B software. Responsibilities include developing relationships with key stakeholders, managing customer journeys, and conducting executive business reviews. This role offers robust opportunities for professional development within an innovative environment.

Leistungen

Diversity, Equality and Inclusion focus

Fun working environment

Direct access to decision-makers

Opportunities for professional development

Qualifikationen

• 5-10 years of experience leading customer engagements as an account manager or similar role.
• Confidence in running executive business reviews with C-level sponsors.
• Proven track record of turning accounts around.

Aufgaben

• Develop trusted advisor relationships with key stakeholders.
• Drive customer engagement through various channels.
• Manage pipeline and forecast on assigned territories.

Kenntnisse

Customer success methodologies

Communication skills

Relationship building

Understanding of enterprise B2B software

Ausbildung

Bachelor’s degree or equivalent experience

Tools

SalesForce

Gainsight

Jobbeschreibung

About Cognite

About Cognite

Embark on a transformative journey with Cognite, a global SaaS forerunner in leveraging AI and data to unravel complex business challenges through offerings including Cognite Atlas AI, an industrial agent workbench, and the Cognite Data Fusion (CDF) platform. Cognite has been recognized for technology innovation and partnerships across industrial sectors. Learn more about Cognite here.

Cognite Product Tour 2024

Cognite Product Tour 2023

Data Contextualization Masterclass 2023

Our values

Impact : Cogniters strive to make an impact in all that they do. We are result-oriented, always asking ourselves how to create value.

Ownership : Cogniters embrace a culture of ownership. We go beyond our comfort zones to contribute to the greater good, fostering inclusivity and sharing responsibilities for challenges and success.

Relentless : Cogniters are relentless in their pursuit of innovation. We are determined and deliverable (never ruthless or reckless) facing challenges head-on and viewing setbacks as opportunities for growth.

About the role and the team

One of the teams seeing the most transformation is our Customer Business Executive (CBE) team, which partners with our customers to build relationships, learn about their businesses and drive value based on our customers desired outcomes. We’re looking for new team members to join our team as a CBE.

The CBE acts as the primary customer advocate throughout the post-sale lifecycle by driving customer retention, expansion and satisfaction. The CBE is responsible for helping our new customers realize the value of our products, including the execution of their customer success plan, the achievement of their business goals, and the adoption of our product to drive greater ROI and satisfaction.

You will be role & responsible for

• Develop trusted advisor relationships with key stakeholders
• Own relationships with executive sponsors, budget owners and decision-makers
• Understand the customers’ values, goals and vision and collaborate with the Cognite Global Value team in developing value roadmaps and customer success plans, charting a path to the customers’ desired outcome with Cognite software leveraging a comprehensive understanding of Cognite’s products
• Drive adoption and usage through training evangelism and aligning the solution with customer business goals
• Drive customer engagement utilizing one-to-many channels such as Cognite Hub newsletters, webinars and events
• Identify and execute new use cases and expansion opportunities to additional customer sites
• Contribute to customers’ success focusing your expertise on assigned stages of the customer journey
• Identify, nurture and close upsell / cross-sell opportunities to expand customer lifetime value
• Demonstrate value and lead renewal discussions to ensure customer retention and long-term partnerships, including negotiating and securing renewals for your assigned accounts
• Collaborate with Account Executive (Sales) and Delivery Manager for customer introductions and relationship hand-offs
• Cultivate customer champions and collaborate with Marketing to build case studies
• Leverage testimonials and case studies to promote brand awareness and drive new business. Build referenceability
• Support Account Executives in closing new deals by sharing customer success stories
• Partner with Sales Enablement to create customized materials for value tracking
• Engage with relevant partners to your portfolio of accounts into Cognite’s customer reference program
• Developing an account strategy and maintaining an internal account plan to align Cognite cross-functionally around the account plans and needs
• Manage pipeline and forecast on assigned territories and carry expansion and renewal quotas according for that territory
• Communicate the product roadmap to customers, tailoring the presentation to the customers’ needs
• Serve as the voice of the customer to both product management and customer community management
• Facilitate and promote interaction between Cognite product programs and customer end users
• Ensure customer engagement with newsletters, webinars and events
• Drive customer enablement through projects, Academy, Community Support and solution support
• Identifying and assessing renewal risks for customers’ license subscriptions and collaborating with internal teams to mitigate risks
• Assist with high-severity requests or issue escalations as needed
• Proactively monitor customer metrics (e.g., product usage, NPS, churn rate) to identify at-risk accounts and take proactive measures to maintain and improve customer health

We believe these experiences and skills will make this role successful at Cognite

To meet the demands of this role you should have

• At least a bachelor’s degree in a relevant subject or equivalent work experience
• 5-10 years of experience leading customer engagements as an account manager, customer success manager or related role
• A rich understanding of customer success methodologies and practices including segmentation, customer journey and customer health scoring
• Commercial experience in renewals and/or upselling relevant enterprise B2B software
• Confidence when running executive business reviews and engaging with C-level sponsors
• Strong writing, presentation and communication skills including chairing meetings or hosting webinars
• A proven track record in your industry and a strong network in your dedicated vertical
• Knowledge of the heavy asset industry such as oil and gas, power and utilities or manufacturing

Key performance Indicators for the role :

• Leading
  • Number of Customer Success Qualified Leads (CSQL)
  • Accounts with Value Roadmap
  • Account Reviews and Account Plans
  • Executive Business Reviews delivered
  • Pipeline coverage
  • Number of public references (paper, Article, Webinar, Conference presentation, etc.)
  • Active users on one-to-many channels for assigned portfolios (Cognite Academy, Cognite HUB)
• Lagging
  • Net Dollar retention for the portfolio
  • Dollar churn for the portfolio
  • Monthly Active Users

Skills that will help you stand out

• Experience with data contextualization technology and software as a service (SaaS)
• MEDDPICC and Command the Message experience
• CRM experience (SalesForce and Gainsight preferred)
• A proven track record of turning red accounts green through a white-glove approach and partnership with customer stakeholders
• Experience working at a high-growth scale-up organization
• Demonstrated experience in engaging with teams across corporate functions
• A self-sufficient character able to meet deadlines and manage changing priorities
• An ability to thrive with limited structure
• A results-oriented individual who thrives in a fast-paced environment and maintains a calm approach under pressure
• Speak a language other than English with business fluency

A snapshot of our many perks and benefits as a Cogniter

• Join an organization of 70 different nationalities with Diversity, Equality and Inclusion (DEI) in focus
• A highly modern and fun working environment with a strong culture across the organization
• Flat structure with direct access to decision-makers with minimal bureaucracy
• Opportunity to work with and learn from some of the best people on ambitious projects across industries
• Join our HUB to be part of the conversation directly with Cogniters and our partners

Why choose Cognite

Join us in making a real and lasting impact in one of the fastest-growing software companies in the world. Cognite has been recognized for digital transformation and innovation across multiple industry benchmarks.

Apply today!

If you’re excited about the opportunity to work at Cognite and make a difference in the tech industry, we encourage you to apply today. We welcome candidates of all backgrounds and identities. Please contact our Talent Acquisition team with any questions. We also encourage you to follow us on LinkedIn for openings.

Equal Opportunity

Cognite is committed to creating a diverse and inclusive environment at work and is proud to be an equal opportunity employer. All qualified applicants will receive the same level of consideration for employment; everyone we hire will receive the same level of consideration for training, compensation and promotion.

We ask for gender as part of our application to ensure equal assessment in the recruitment process. The question is optional and choosing not to answer will not affect the assessment of your application.

We may use artificial intelligence (AI) tools to support parts of the hiring process. These tools assist our recruitment team but do not replace human judgment. Final hiring decisions are made by humans. For more information about data processing, please contact us.

Key Skills

Bidding, Business Solutions, ABAP, Business Operations, Business Sales, Corporate Marketing

Employment Type : Full-Time

Experience : years

Vacancy : 1