Senior Account Executive, Manufacturing

Cognite; Houston (TX); On-site; USD 100,000 - 150,000; Full time

Job summary

A leading technology company in Houston is seeking a Senior Account Executive for Manufacturing to drive new business and help clients implement digital transformations through their innovative data solutions. Candidates should have 7+ years of software sales experience, proficiency in understanding manufacturing value chains, and strong communication skills. This role necessitates approximately 50% travel and provides an opportunity to work with prominent manufacturers, creating impactful digital solutions.

Qualifications

• 7+ years of successful Software Sales experience in Manufacturing required.
• Proven track record of meeting and exceeding sales quotas.
• Excellent written and verbal communication skills.

Responsibilities

• Win new business with top manufacturing accounts.
• Develop and execute a territory strategy.
• Manage complex sales cycles effectively.

Skills

Software Sales Experience in Manufacturing

Relationship Building

Excellent Presentation Skills

Understanding of Industry 4.0

Customer Service Focus

Education

Bachelor's degree

Tools

Salesforce.com

Data Warehouses

Operational Technology

Job description

Cognite operates at the forefront of industrial digitalization, building AI and data solutions that solve some of 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.

Our moonshot is bold: unlock $100B in customer value by 2035 and redefine how global industry works.

What Cognite is Relentless to achieve

We thrive in challenges. We challenge assumptions. We execute with speed and ownership. If you view obstacles as signals to step forward - not step back - you’ll feel at home here. Join us in this venture where AI and data meet ingenuity, and together, we forge the path to a smarter, more connected industrial future.

How you’ll demonstrate Ownership

As a Senior Account Executive, Manufacturing you will win new business with top Manufacturing accounts. You will help customers achieve improved business results through their adoption of Cognite Data Fusion to accelerate their digital transformations.

• Develop and execute a territory strategy to drive bookings growth and win new customers
• Through active prospecting and your personal network of contacts, generate new pipeline and provide “commercial insights” to prospective clients on how Cognite’s solutions will address the most important areas of their value chain
• Manage complex sales cycles and lead your extended territory team (pre-sales and other key functions) to delight your prospects and customers
• Utilize value-selling processes alongside demonstrating a wealth of knowledge of Cognite’s solutions
• Negotiate favorable pricing and business terms with large enterprises by selling value and ROI
• Achieve bookings targets while developing satisfied and reference-able customers
• Accurately forecast monthly and quarterly results
• Update salesforce.com on a regular basis
• Provide timely and insightful input back to other corporate functions, particularly product management and marketing
• Present and demonstrate our solutions in-person and via web-based presentations
• Approximately 50% travel on client site and to our US offices

The Impact you bring to Cognite

• 7+ years successful Software Sales Experience into the Manufacturing vertical is required
• Can explain the respective value chains for process and discrete manufacturing - including the key economic drivers; the business, people, and technical inter-dependencies; the digitalization opportunity with Industry 4.0
• Well-versed in important manufacturing use cases, such as yield optimization, production visibility, higher operator productivity, quality improvement, predictive maintenance, and higher machine utilization
• Experience with Operational Technology equipment and related software, such as Honeywell Connected Plant, Emerson Plantweb/AMS, GE/Meridum APM, Aveva, Bentley, and OSIsoft PI
• 7+ years of direct sales experience carrying and exceeding a quota and selling enterprise software/ software-as-a-service (Business Intelligence/ Data Warehouse/ Big Data/ Advanced Analytics/ Machine Learning) to C-level executives
• Proven track record meeting and exceeding software/SaaS bookings goals with new customers in a Direct sales role (not Channel or Partner-based)
• Experience starting, managing, and closing complex sales cycles
• Trained in Command of the Message and/or MEDDPICC
• Detail oriented, strong relationship-building skills and a focus on a high level of customer service
• Excellent written and verbal communication skills, including stellar presentation skills
• Self-starter, able to work in a team environment, and superb time management and prioritization skills
• Savvy at helping customers create business cases with quantified ROI to justify new investments
• Familiarity with relevant technology, such as Big Data (Hadoop, Spark, Hive, BigQuery); Data Warehouses; Business Intelligence; and Machine Learning
• Start-up experience (Series A, B, or C)
• Bachelor's degree

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.