How you’ll demonstrate Ownership

As the Sales Account Executive, you will engage with prospects to win business from large companies in the Life Sciences/Pharma verticals. . You will help customers achieve improved business results through their adoption of Cognite Data Fusion to accelerate their digital transformations.

• Achieve bookings targets while developing satisfied and reference-able customers
• 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 and how they impact our customer’s value realization
• Negotiate favorable pricing and business terms with large enterprises by selling value and ROI
• Develop a commanding knowledge of Cognite’s solutions and how they uniquely drive value realization with your 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 European offices
• Develop a commanding knowledge of Cognite’s solutions and how they uniquely drive value realization with your customers

The Impact you bring to Cognite

• Detail oriented, high-energy sales professional with strong relationship-building skills and a focus on delighting customers in every phase of our engagements
• Proven experience selling at C-Level both in business and IT
• Specific experience in selling SaaS solutions, cloud deployments  and subscription pricing model, commanding a deep understanding of software sales processes and terminology including ARR, NRR, TCV and Services Bookings
• Self-starter, able to work in a team environment, and superb time management and prioritization skills
• Excellent communication skills, including stellar presentation skills
• Has demonstrated a dedication to driving standardization to sales processes to ensure consistent and scalable results
• Committed to value based selling and is savvy at helping customers create business cases with quantified ROI to justify new investments
• 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
• Familiarity with relevant technology, such as Big Data (Hadoop, Spark, Hive, BigQuery); Data Warehouses; Business Intelligence; and Machine Learning

Required Qualifications and Preferred Experiences 

• 3+ years successful Software Sales Experience into Life Sciences/Pharma companies is required (Pharma, Bio-Pharma and Contract Manufacturing, Medical Devices and Medical Products)
• 3+ 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/Automation/Operational Technology) to C-level executives
• Previous training in Command of the Message, MEDDPICC and Salesforce is a plus, but not a requirement.
• Minimum Bachelor’s degree. A relevant Master’s degree is preferred.