Vice President of Account Manager

As the VP of Account Management, you are responsible for the overarching strategy and commercial success of our largest and most complex Japanese accounts. You lead the end-to-end 'Land, Expand, and Scale' lifecycle strategy across a portfolio with a total potential value exceeding $5.5M+ ARR. This role requires the executive vision to shape long-term partnership strategies at the C-suite level while mentoring high-performing teams to drive deep technical value at the site level. You will orchestrate the global Cognite ecosystem, transforming customer relationships into lasting strategic partnerships.

Responsibilities

Lead the end-to-end 'Land, Expand, and Scale' lifecycle strategy across a portfolio with a total potential value exceeding $5.5M+ ARR.; Shape long-term partnership strategies at the C-suite level while mentoring high-performing teams to drive deep technical value at the site level.; Orchestrate the global Cognite ecosystem, transforming customer relationships into lasting strategic partnerships.; Global Account Orchestration: Lead the 'Cognite Village'—including Field Engineering, Product, and Delivery—to execute multi-site rollouts and enterprisewide adoption.; Complex Value Engineering: Identify and quantify unrealized value pools (e.g., $17M+ annual site savings) to transition accounts from pilots to multi-year enterprise agreements.; Political & Strategic Navigation: Masterfully navigate global reorganizations and mergers within client organizations, ensuring continuity and growth even when original champions exit.; Value-Centric Defense: Proactively nullify high-tier competitors by positioning Cognite’s Open Interoperability and superior multimodal industrial data handling.

Requirements

15+ years of experience closing multi-million dollar deals in industrial software, with a proven track record of scaling accounts to $22M+ ARR.; Proven ability to navigate convoluted global organizational structures and extremely complex technical OT/IT environments.; Fluently translates digital transformation into EBITDA improvement and Cash Flow acceleration.; Demonstrates resilience and a proactive approach to overcoming significant setbacks.