Strategic Account Manager

What Cognite is:Relentlessto achieve

Cognite operates at the forefront ofindustrial 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. 

OurMoonshot 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 demonstrateOwnership

As aStrategic Account Manager, you will be the primary architect of Cognite’s relationship with our most high-value global accounts. You won’t just manage a portfolio; you will act as a "CEO of the account," fostering deep strategic partnerships and driving aggressive growth through a value-first mindset.

• 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, 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, specificallyCommand the Message andMEDDPICC, to maintain high-quality sales cycles.
• Value Realization: Master Cognite’s solution suite to articulate how our technology uniquely solves complex industrial challenges 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).

TheImpact 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 ofOil & Gas, Refining, or Chemicals industries.
• Technical Literacy: High fluency in SaaS, Cloud, Big Data, andGenerative AI; you should be comfortable discussing ARR, NRR, and TCV, and manage subscription pricing models and large service programs.
• Political savvy: strongrelationship-building skills, focused on a high level of customer service, you can read and deal with organizational politics. 
• 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.
• Language: Native or professional fluency in bothFrench and English is mandatory.

• Bachelor’s degree (Master’s preferred).
• Proven track record of selling to C-Level stakeholders across both Business and IT.
• Excellent written and verbalcommunication 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.

• Impact 2025
• Cognite's Industrial AI: Moonshot
• We’re globally recognized domain experts with an international presence that spans Phoenix, Houston, Oslo Tokyo, Bengaluru, and Abu Dhabi.