Cognite

Industrial data platform with AI

Account Executive, Manufacturing

Account ExecutiveUpdated on Nov 14

Full-timeHouston, TX, USANo salary listed

About the Job

Requirements

At least 5 years of successful software sales experience in the chemical manufacturing vertical.
Explain process and discrete manufacturing value chains, including economic drivers, business, people, and technical interdependencies, and digitalization opportunities associated with Industry 4.0.
Be knowledgeable about manufacturing use cases, including yield optimization, production visibility, operator productivity, quality improvement, predictive maintenance, and machine utilization.
Have experience with operational technology equipment and related software, such as Honeywell Connected Plant, Emerson Plantweb/AMS, GE/Meridium APM, Aveva, Bentley, and OSIsoft PI.
Have at least 5 years of direct sales experience carrying and exceeding a quota, selling enterprise software or software-as-a-service—including business intelligence, data warehousing, big data, advanced analytics, or machine learning—to C-level executives.
Demonstrate a track record of meeting and exceeding software or software-as-a-service bookings goals with new customers in a direct sales role, rather than a channel- or partner-based role.
Have experience starting, managing, and closing complex sales cycles.
Be trained in Command of the Message and/or MEDDPICC.
Have strong relationship-building skills and a focus on customer service.
Have excellent written and verbal communication skills, including presentation skills.
Be able to work independently and in a team environment, with effective time management and prioritization skills.
Help customers create business cases with quantified return on investment to justify new investments.
Be familiar with relevant technology, such as big data tools (Hadoop, Spark, Hive, BigQuery), data warehouses, business intelligence, and machine learning.
Have start-up experience at a Series A, B, or C company.
Have a bachelor's degree.

Responsibilities

Develop and execute a territory strategy to grow bookings and win new customers.
Generate new pipeline through active prospecting and a personal network, and provide prospective clients with commercial insights about how Cognite solutions address key areas of their value chains.
Manage complex sales cycles and lead the extended territory team, including pre-sales and other key functions, to support prospects and customers.
Use value-selling processes and demonstrate knowledge of Cognite solutions.
Negotiate favorable pricing and business terms with large enterprises by communicating value and return on investment.
Achieve bookings targets while developing satisfied customers who can serve as references.
Accurately forecast monthly and quarterly results.
Update Salesforce regularly.
Provide timely and insightful input to corporate functions, particularly product management and marketing.
Present and demonstrate solutions in person and through web-based presentations.
Travel approximately 50% to client sites and U.S. offices.

What Cognite is Relentless to Achieve

Cognite operates at the forefront of industrial digitalization, building AI and data solutions that solve the world’s hardest, highest-impact problems. Our Moonshot is bold: unlock $100B in customer value by 2035, and redefine how global industry works.

As an 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

5+ years successful Software Sales Experience into the Chemical 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
5+ 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

A snapshot of our many perks and benefits as a Cogniter

Competitive compensation
401(k) with employer matching
Competitive health, dental, vision & disability coverages for employees and all dependents
Unlimited PTO
Paid Parental Leave Program
Employee Referral Program

Why Cognite

You will work at the forefront of Industrial AI, partnering with some of the world's leading industrial organisations to solve problems that actually matter at scale — not hypothetical ones. You'll join a collaborative, fast-moving environment where curiosity and ownership are the norm, not the exception. If you want delivery work you can point to and be proud of, we'd love to hear from you.

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.

About the Company

Cognite

Industrial data platform with AI

Cognite provides cloud-based data and AI platforms for industrial companies to digitize and optimize operations. Its flagship Cognite Data Fusion connects OT, IT, and engineering data, unifying sensor data, maintenance logs, and 3D models into a real-time view of assets to improve performance and safety. Cognite Atlas AI is a low-code platform that lets engineers build AI agents for predictive maintenance, anomaly detection, and production optimization without deep coding. The company differentiates itself through deep cross-domain data integration for asset-heavy industries and a scalable cloud environment to accelerate industrial digitalization and deliver measurable value.

Company size: 501-1,000
Company stage: Acquired
Total funding: $225.3M
Headquarters: Tempe, AZ
Founded: 2016

Recently Posted Jobs

Explore more opportunities at Cognite

See more jobs