Customer Business Executive

About Cognite

Embark on a transformative journey with Cognite a global SaaS forerunner in leveraging AI and data to unravel complex business challenges through our cutting-edge offerings including Cognite Atlas AI an industrial agent workbench and the Cognite Data Fusion (CDF) platform. We were awarded the 2022 Technology Innovation Leader for Global Digital Industrial Platforms & Cognite was recognized as 2024 Microsoft Energy and Resources Partner of the the realm of industrial digital transformation we stand at the forefront reshaping the future of Oil & Gas Chemicals Pharma and other Manufacturing and Energy sectors. Join us in this venture where AI and data meet ingenuity and together we forge the path to a smarter more connected industrial future.

Learn more about Cognite here

Our values

Impact : Cogniters strive to make an impact in all that they do. We are result-oriented always asking ourselves.

Ownership : Cogniters embrace a culture of ownership. We go beyond our comfort zones to contribute to the greater good fostering inclusivity and sharing responsibilities for challenges and success.

Relentless : Cogniters are relentless in their pursuit of innovation. We are determined and deliverable (never ruthless or reckless) facing challenges head-on and viewing setbacks as opportunities for growth.

About the role and the team

One of the teams seeing the most transformation is our Customer Business Executive (CBE) team which partners with our customers to build relationships learn about their businesses and drive value based on our customers desired outcomes. Were looking for new team members to join our team as a CBE.

The CBE acts as the primary customer advocate throughout the post-sale lifecycle by driving customer retention expansion and satisfaction. The CBE is responsible for helping our new customers realize the value of our products including the execution of their customer success plan the achievement of their business goals and the adoption of our product to drive greater ROI and satisfaction.

You will be role & responsible for

• Develop trusted advisor relationships with key stakeholders
• Own relationships with executive sponsors budget owners and decision-makers
• Understand the customers values goals and vision and collaborate with the Cognite Global Value team in developing value roadmaps and customer success plans charting a path to the customers desired outcome with Cognite software leveraging a comprehensive understanding of Cognites products
• Drive adoption and usage through training evangelism and aligning the solution with customer business goals
• Drive customer engagement utilizing one-to-many channels such as Cognite Hub newsletters webinars and events
• Identify and execute new use cases and expansion opportunities to additional customer sites
• Contribute to customers success focusing your expertise on assigned stages of the customer journey
• Identify nurture and close upsell/cross-sell opportunities to expand customer lifetime value
• Demonstrate value and lead renewal discussions to ensure customer retention and long-term partnerships including negotiating and securing renewals for your assigned accounts
• Collaborate with Account Executive (Sales) and Delivery Manager for customer introductions and relationship hand-offs
• Cultivate customer champions and collaborate with Marketing to build case studies.
• Leverage testimonials and case studies to promote brand awareness and drive new business. Build referenceability.
• Support Account Executives in closing new deals by sharing customer success stories
• Partner with Sales Enablement to create customized materials for value tracking
• Engage with relevant partners to your portfolio of accounts into Cognites customer reference program
• Developing an account strategy and maintaining an internal account plan to align Cognite cross-functionally around the account plans and needs
• Manage pipeline and forecast on assigned territories and carry expansion and renewal quotas according for that territory
• Communicate the product roadmap to customers tailoring the presentation to the customers needs.
• Serve as the voice of the customer to both product management and customer community management.
• Facilitate and promote interaction between Cognite product programs and customer end users
• Ensure customer engagement with newsletters webinars and events
• Drive customer enablement through projects Academy Community Support and solution support
• Identifying and assessing renewal risks for customers license subscriptions and collaborating with internal teams to mitigate risks
• Assist with high-severity requests or issue escalations as needed
• Proactively monitor customer metrics (e.g. product usage (MAU and DAU) Net Promoter Score (NPS) customer value churn rate) to identify at-risk accounts and take proactive measures to maintain and improve customer health.

We believe these experiences and skills will make this role successful at Cognite

• To meet the demands of this role you should have:
• At least a bachelors degree in a relevant subject or work experience for the role;
• 5-10 years of experience leading customer engagements as an account manager customer success manager or related role
• A rich understanding of customer success methodologies and practices including (but not limited to) segmentation customer journey and customer health scoring;
• Commercial experience in renewals and/or upselling relevant enterprise B2B software;
• Confidence when running executive business reviews and engaging with C-level sponsors
• Strong writing presentation and communication skills including chairing meetings or hosting webinars.
• A proven track record in your industry and a strong network in your dedicated vertical
• Knowledge of the heavy asset industry such as oil and gas power and utilities or manufacturing

Key performance Indicators for the role:

• Included but not limited to:

Leading

• Number of Customer Success Qualified Leads (CSQL)
• Accounts with Value Roadmap
• Account Reviews and Account Plans
• Executive Business Reviews delivered
• Pipeline coverage
• Number of public references (paper Article Webinar Conference presentation etc)
• Active users on one-to-many channels for assigned portfolios (Cognite Academy Cognite HUB)

Lagging

• Net Dollar retention for the portfolio
• Dollar churn for the portfolio
• Monthly Active Users

Skills that will help you stand out:

• Experience with data contextualization technology and software as a service (SaaS);
• MEDDPICC and Command the Message experience
• CRM experience (SalesForce and Gainsight preferred)
• A proven track record of turning red accounts green through a white-glove approach and partnership with customer stakeholders;
• Experience working at a high-growth scale-up organization;
• Demonstrated experience in engaging with teams across corporate functions;
• A self-sufficient character able to meet deadlines and manage changing priorities;
• An ability to thrive with limited structure;
• A results-oriented individual who thrives working in a fast-paced environment and maintains a calm approach when operating under pressure and
• Speak a language other than English with business fluency.

A snapshot of our many perks and benefits as a Cogniter

* Join an organization of 70 different nationalities with Diversity Equality and Inclusion (DEI) in focus

* A highly modern and fun working environment with sublime culture across the organization follow us on Instagram @cognitedata to know more

* Flat structure with direct access to decision-makers with minimal amount of bureaucracy

* Opportunity to work with and learn from some of the best people on some of the most ambitious projects found anywhere across industries

* Join ourHUB to be part of the conversation directly with Cogniters and our partners.

Why choose Cognite

Join us in making a real and lasting impact in one of the most exciting and fastest-growing new software companies in the world. We have repeatedly demonstrated that digital transformation when anchored on strong DataOps drives business value and sustainabilityfor clients and allows front-line workers as well as domain experts to make better decisions every single day. We were recognized as one of CNBCs top global enterprise technology startups powering digital transformation! And just recently Frost & Sullivan named Cognite a Technology Innovation Leader! Most recently Cognite Data Fusion Achieved Industry First DNV Compliance for Digital Twins

Apply today!

If youre excited about the opportunity to work at Cognite and make a difference in the tech industry we encourage you to apply today! We welcome candidates of all backgrounds and identities to join our team. Please do not hesitate to contact our Talent Acquisition team with any questions -

We encourage you to follow us onCognite LinkedIn; we post all our openings there.

Equal Opportunity

Cognite is committed to creating a diverse and inclusive environment at work and is proud to be an equal opportunity employer. All qualified applicants will receive the same level of consideration for employment; everyone we hire will receive the same level of consideration for training compensation and promotion.

We ask for gender as part of our application because we want to ensure equal assessment in the recruitment process. Your answer will help us reach this commitment! However the question about gender is optional and your choice not to answer will not affect the assessment of your application in any way.

We may use artificial intelligence (AI) tools to support parts of the hiring process such as reviewing applications analyzing resumes or assessing responses. These tools assist our recruitment team but do not replace human judgment. Final hiring decisions are ultimately made by humans. If you would like more information about how your data is processed please contact us.