Strategic Account Manager

Cognite; England; On-site; GBP 90,000 - 150,000; Full time

Job summary

Cognite is seeking an accomplished Senior Enterprise SaaS Seller to drive value realization with C-level stakeholders across Business and IT. You will orchestrate a cross-functional team, apply MEDDPICC, and negotiate large, strategic contracts while maintaining precise forecasts and pipeline data.

You will articulate Cognite’s AI-enabled data solutions for industrial clients, balancing growth with compliance, and travel on-site as needed.

Qualifications

• Proven track record of selling to C-Level stakeholders across Business and IT.
• Excellent written and verbal communication skills.

Responsibilities

• Develop and execute account strategies to drive ARR growth.
• Capture new opportunities using value-based selling.
• Lead cross-functional extended territory team for seamless execution.
• Apply value-selling methodologies to maintain high-quality sales cycles.
• Master Cognite’s solution suite to articulate ROI for manufacturing and operations.
• Lead complex negotiations for enterprise contracts with favorable terms.
• Maintain forecasts, pipeline data, and account/close plans for leadership.
• Engage directly with clients on-site (approx. 50% travel).

Skills

C‑level selling

Strategic accounts

Executive sponsorship

Value selling

MEDDPICC

Stakeholder management

Sales forecasting

Excel/PowerPoint

Tools

Salesforce

Job description

Cognite operates at the forefront of industrial digitalization, building AI, and data solutions that solve the world’s hardest, highest-impact problems. With unmatched industrial heritage and a comprehensive suite of AI capabilities, including low-code AI agents, Cognite accelerates the digital transformation to drive operational improvements.

We thrive in challenges. We challenge assumptions. We execute with speed and ownership. If you view obstacles as signals to step forward - not backwards - you’ll feel right at home here.

Our Moonshot is bold: Unlock $100B in customer value by 2035, and redefine how global industry works. Join us in this venture where AI and data meet ingenuity, and together, we will forge the path to a smarter, more connected industrial future.

How you’ll demonstrate Ownership

• Strategic Growth: Develop and execute comprehensive account strategies to drive value realization, double-digit ARR growth, and new opportunity capture.
• Executive Sponsorship: Cultivate multi-level relationships across the client organization, including manufacturing, quality, IT, and digital leadership, acting as the primary point of contact and lead advocate for their success.
• Team Orchestration: Lead a cross-functional "extended territory team" (including Tech Sales, Value Delivery, Product, Marketing, Partners) to ensure seamless execution.
• Sales Excellence: Rigorously apply value-selling methodologies, specifically Command of the Message and MEDDPICC, to maintain high-quality sales cycles.
• Value Realization: Master Cognite’s solution suite to articulate how our technology uniquely solves complex manufacturing and operational challenges in regulated environments and drives ROI.
• Commercial Negotiation: Lead complex negotiations for large enterprise contracts, focusing on favorable business terms and value-based pricing.
• Operational Rigor: Maintain precise forecasts, pipeline data, and detailed account/close plans to provide actionable insights to corporate leadership.
• Presence: Engage directly with clients on-site (approx. 50% travel).

The Impact you bring to Cognite

• Experience: 5+ years of direct enterprise software/SaaS sales experience, consistently exceeding quotas in high-growth environments.
• Domain Expertise: Deep understanding of the Life Sciences, Pharmaceutical, or Biotech manufacturing industries, including the regulatory and quality context (e.g., GxP, validation requirements) that shapes how these customers buy and adopt technology.
• Technical Literacy: High fluency in SaaS, Cloud, Big Data, and Generative AI; you should be comfortable discussing ARR, NRR, and TCV, and manage subscription pricing models and large service programs.
• Political Savvy: Strong relationship-building skills, focused on a high level of customer service; you can read and navigate organizational politics, including the interplay between Operations, Quality, and IT.
• Mindset: A blend of high-energy ambition and "coachability." You thrive in ambiguity and are proactive in resolving issues with minimal supervision.
• Analytical Rigor: Skilled in building business cases and navigating complex Excel/PowerPoint deliverables.

Required Qualifications

• Proven track record of selling to C-Level stakeholders across both Business and IT.
• Excellent written and verbal communication skills, including good presentation skills.

Preferred Experience

• Previous training in Command of the Message or MEDDPICC is highly preferred.
• Proficient in Salesforce and modern sales engagement stacks.
• We’re globally recognized domain experts with an international presence that spans Phoenix, Houston, Oslo Tokyo, Bengaluru, and Abu Dhabi.

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.