Description

As a Business Development Director, you will contribute to Cognite's growth by winning new business with Manufacturing accounts, who are headquartered in your territory. You will help customers achieve improved business results through their adoption of Cognite Applications and the Cognite Data Fusion Platform to improve customers' operational results in the Manufacturing industry. What You'll Do 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 Negotiate favorable pricing and business terms with large enterprises by selling value and ROI Achieve bookings targets while developing satisfied and referenceable 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 Texas offices Who You Are 7+ years successful Software Sales Experience into the Manufacturing vertical is required 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 Experience with Operational Technology equipment and related software, such as Honeywell Connected Plant, Emerson Plantweb/AMS, GE/Meridum APM, Aveva, Bentley, and OSIsoft PI 7+ years of direct sales experience carrying a quota and selling enterprise software/ software-as-a-service (Business Intelligence/ Data Warehouse/ Big Data/ Advanced Analytics/ Machine Learning) to C-level executives Proven track record meeting and exceeding software/SaaS bookings goals with new customers in a Direct sales role (not Channel or Partner-based) Experience starting, managing, and closing complex sales cycles Detail oriented, strong relationship-building skills and a focus on a high level of customer service Excellent written and verbal communication skills, including stellar presentation skills Self-starter, able to work in a team environment, and superb time management and prioritization skills Savvy at helping customers create business cases with quantified ROI to justify new investments Familiarity with relevant technology, such as Big Data (Hadoop, Spark, Hive, BigQuery); Data Warehouses; Business Intelligence; and Machine Learning Start-up experience (Series A, B, or C) Bachelor's degree What Makes Us Great An opportunity to make an impact on the industrial future and be part of disruptive and groundbreaking global projects High level of autonomy, ability to influence decisions and to learn from mistakes Work along side a driven, engaging team with in-depth software expertise and industry experience Opportunity to join Together@Cognite for social, community, and diversity initiatives Focus on agility and speed, openness, togetherness, impact, and obligation to speak up Join a team that truly lives their values and brings their whole selves to Cognite Perks & Benefits Competitive Compensation + 401(k) with employer matching Health, Dental, Vision & Disability Coverages with premiums fully covered for employees and dependents Unlimited PTO + flexibility to enjoy it Paid Parental Leave Program Learning & Development Stipends Global Mobility & Exchange Program FriYay Catered Lunch + Fully Stocked Fridges About Cognite Cognite is a global industrial Software-as-a-Service (SaaS) company enabling the full-scale digital transformation of heavy-asset industries. Our core software product, Cognite Data Fusion (CDF), powers companies with contextualized OT/IT data to develop and scale solutions that increase safety, sustainability, efficiency, and drive revenue. Headquartered in Oslo, Norway, Cognite has garnered the attention and partnership of some of the world's top industrial and tech companies, and the company's success has been profiled in publications like Boston Consulting Group, Bloomberg, Digital Energy Journal, and Houston Chronicle. Google awarded Cognite Google Cloud Technology Partner of the Year 2019 for Manufacturing and Austin Business Journal named Cognite 2020 Best Places to Work.