Strategic Account Manager

As a Strategic 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.

Responsibilities

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, specifically Command the Message and MEDDPICC, 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)

Requirements

Bachelor’s degree; Proven track record of selling to C-Level stakeholders across both Business and IT; Excellent written and verbal communication skills, including good presentation skills; 5+ years of direct enterprise software/SaaS sales experience, consistently exceeding quotas in high-growth environments; Deep understanding of Oil & Gas, Refining, or Chemicals industries; High fluency in SaaS, Cloud, Big Data, and Generative AI; comfortable discussing ARR, NRR, and TCV, and manage subscription pricing models and large service programs; Strong relationship-building skills, focused on a high level of customer service, able to read and deal with organizational politics; A blend of high-energy ambition and 'coachability'; thrive in ambiguity and are proactive in resolving issues with minimal supervision; Skilled in building business cases and navigating complex Excel/PowerPoint deliverables; Native or professional fluency in both French and English is mandatory

Nice to have

Previous training in Command of the Message or MEDDPICC is highly preferred; Proficient in Salesforce and modern sales engagement stacks; Master’s degree preferred