Director – Key Accounts

What You’ll Do

• Develop and execute the strategy to drive customer satisfaction, subscription renewals, upsells, and user adoption with existing Lighthouse customers  
• Orchestrate all key customer-facing interactions, including executive sponsor engagement, quarterly business reviews, regular executive governance, headquarter strategy visits, digital transformation workshops, and joint business strategy planning; thus deepening and broadening the partnership between your strategic accounts and Cognite  
• Create and continually update long-term business strategy plan and pursue new “white space” areas where Cognite can enable innovation and address the most important areas of your customers’ value chain  
• Use your executive communications and discovery skills to be your customers’ trusted advisor to help them achieve millions of dollars of business benefit in their digital transformations 
• Build broad and deep customer relationships with all key stakeholders (across customers’ functional areas – and at all levels from the C-suite to the vital individual contributors – and with key ecosystem influencers, such as systems integrator and independent software vendor partners)  
• Orchestrate complex sales cycles and lead your extended territory team (pre-sales and other key functions) to delight your prospects and customers – using the Command of the Message sales methodology and MEDDPICC 
• Manage communications and resolutions of issues between Lighthouse customers and internal teams  
• Leverage strategic partners, such as SLB, to accelerate growth in your territory 
• Negotiate favorable pricing and business terms by selling value and ROI  
• Achieve bookings targets while developing satisfied and reference-able customers  
• Accurately forecast monthly and quarterly results; and update salesforce.com and Clari 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 30% travel  

Who You Are

• 4+ years exceeding multi-million software/ SaaS annual recurring revenue quotas in a direct sales role to Energy Super Major accounts and enabling these customers to achieve significant business value 
• You are consistently #1 or #2 in sales performance. 
• 5+ years of large account management experience and leading extended account teams  
• Proficient at navigating and unifying disparate customer stakeholders, such as Asset operations leadership to centralized teams, such as IT, maintenance and reliability, turnarounds, and the office of digital transformation 
• Can explain the respective value chains for Oil & Gas - including the key economic drivers; the business, people, and technical inter-dependencies; and the digitalization opportunity  
• Strong understanding of typical customer challenges in oil and gas production optimization and asset performance.  
• Detail oriented, strong relationship-building skills   
• Executive level written and verbal communication skills, including stellar presentation skills  
• Self-starter, able to work in a cross functional team environment, and exhibit superb time management and prioritization skills  
• Savvy at helping customers create business value cases with quantified ROI to justify new investments  
• Familiar with relevant technologies, such as Data Lakes, Lakehouses, Data Warehouses, Business Intelligence, DataOps, Ontologies, and Machine Learning / Generative AI 
• Start-up experience (Series A, B, or C)  
• Bachelor’s degree