Senior Customer Business Executive, Oil & Gas
Cognite
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Descripción de la vacante
Formación
- 5–10 years of experience leading customer engagements in a related role.
- Strong writing, presentation, and communication skills.
- Ability to work from the Houston office and travel throughout the US.
Responsabilidades
- Develop trusted advisor relationships with key stakeholders.
- Drive adoption and usage aligned with customer business goals.
- Identify upsell/cross-sell opportunities to expand customer lifetime value.
Conocimientos
Educación
Herramientas
Descripción del empleo
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.
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.
Do you want to develop Cognite’s customer relationship with some of the largest heavy‑asset industrial companies in the world? Cognite is leading the charge in the Fourth Industrial Revolution, helping our partners make the data they already have do more. For the fourth year in a row, Cognite is undergoing rapid growth.
Our CBE team partners with customers to build relationships, learn about their businesses, and drive value based on their desired outcomes. 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 new customers realize the value of our products, including the execution of their customer business plan, the achievement of their business goals, and adoption of our product to drive greater ROI and satisfaction.
- Develop trusted advisor relationships with key stakeholders
- Own relationships with executive sponsors, budget owners, and decision‑makers
- Understand the customer's values, goals, and vision, helping them realize the full potential of Cognite's products
- Drive adoption and usage by aligning the solution with customer business goals
- Identify and execute new use cases and expansion opportunities to additional customer sites
- Contribute to customer’s success, focusing 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 leverage their testimonials and case studies to promote brand awareness and drive new business. Build referenceability
- Support AE in closing new deals by sharing customer success stories
- Partner with Sales Enablement to create customized materials for value tracking
- Increase and maintain Customer Net Promoter Scores (NPS)
- Nurture partners that are relevant to your portfolio of accounts into Cognite's customer reference program
- Collaborate with the Cognite Global Value team in developing value roadmaps and customer business plans, charting a path to the customer’s desired outcome with Cognite software, leveraging a comprehensive understanding of Cognite's products
- Develop an account strategy and maintain an internal account plan to align Cognite cross‑functionally around the account plans and needs
- Own assigned accounts pipeline and forecast for all horizons
- Carry expansion and renewal quotas according to assigned accounts
- Communicate the product roadmap to customers, ensuring it meets the customer’s needs
- Drive cross‑functional collaboration with delivery teams and sales support functions to realize each customer’s value roadmap
- Serve as the “voice of the customer” to both product management and customer community management
- Ensure customer engagement with newsletters, webinars, and events
- Drive customer enablement through projects, Academy, Community, Support, and solution support
- Identify and assess renewal risks for customers’ license subscriptions and collaborate with internal teams to mitigate risks
- Assist with high‑severity requests or issue escalations as needed
- Proactively monitor customer metrics (e.g., product usage (MAU and DAU), Net Promoter Score (NPS), churn rate) to identify at‑risk accounts and take proactive measures to maintain and improve customer health
- Bachelor’s degree in a relevant subject or work experience for the role
- 5–10 years of experience leading customer engagements as an account manager, customer business manager, or related role
- A rich understanding of customer business 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
- Supporting negotiations with multiple stakeholders
- Ability to work from the Houston office, from customer sites throughout the greater Houston area, and throughout the US, with occasional flexibility to work from home
- Ability and willingness to travel throughout the US 30–50% of the time, with occasional international travel as required
- 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 working in a fast‑paced environment and maintains a calm approach when operating under pressure
- Speak a language other than English with business fluency
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.
- Mid‑Senior level
- Full‑time
- Business Development and Sales
- Construction
- Software Development
- IT Services and IT Consulting
Referrals increase your chances of interviewing at Cognite by 2x.
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