Account Executive (Life Science/Pharma)

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. Cognite operates at the forefront of industrial digitalization, building AI and data solutions that solve the world’s hardest, highest-impact problems.

Responsibilities

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 personal network, generate new pipeline and provide commercial insights to prospective clients; Manage complex sales cycles and lead extended territory team; Utilize value-selling processes alongside demonstrating knowledge of Cognite's solutions; 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 drive value realization; Accurately forecast monthly and quarterly results; Update salesforce.com on a regular basis; Provide timely and insightful input back to corporate functions, particularly product management and marketing; Present and demonstrate solutions in-person and via web-based presentations; Approximately 50% travel on client site and to European offices

Requirements

3+ years of successful Software Sales Experience into Life Sciences/Pharma companies (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/SaaS (Business Intelligence/Data Warehouse/Big Data/Advanced Analytics/Machine Learning/Automation/Operational Technology) to C-level executives; Minimum Bachelor's degree; Detail oriented, high-energy sales professional with strong relationship-building skills; Proven experience selling at C-Level both in business and IT; Specific experience in selling SaaS solutions, cloud deployments and subscription pricing model; Commanding deep understanding of software sales processes and terminology including ARR, NRR, TCV and Services Bookings; Self-starter able to work in a team environment; Superb time management and prioritization skills; Excellent communication skills and stellar presentation skills; Dedication to driving standardization to sales processes; Commitment to value based selling; Ability to explain value chains for process and discrete manufacturing including key economic drivers, inter-dependencies, and 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

Nice to have

Previous training in Command of the Message; MEDDPICC; Salesforce; Relevant Master's degree