Cognite - AI for Industry - Business Development Director – Supply Chain Center of Excellence (CoE)
Requirements
• Enterprise Software/SaaS: Proven mastery of selling complex analytics or data platforms (e.g., AI, Big Data, Data Warehousing, Business Intelligence, Machine Learning). • Enterprise Software/SaaS: • Data Ecosystems: Familiarity with modern data architectures and tools, such as Big Data frameworks (Hadoop, Spark, Hive, BigQuery), Data Warehouses, and Machine Learning. • Data Ecosystems: • Industry Experience: 10+ years of experience in the Manufacturing and broader industrial supply chain environment. • Sales Track Record: 7+ years of direct or in-support sales experience, selling enterprise software/SaaS (BI, Big Data, Advanced Analytics, or AI/ML) to C-level executives, Management and operations. • Sales Track Record: • Proven Performance: Demonstrated history of consistently meeting or exceeding SaaS bookings goals in direct / partner / channel-based sales models • Proven Performance: • Environment Experience: Prior experience operating in high-growth startup environments (Series A, B, or C stage). • Education: Bachelor’s degree required. • Education:
Responsibilities
• Territory & CoE Strategy: Develop and execute a targeted territory strategy to accelerate bookings growth and secure high-impact supply chain clients. • Territory & CoE Strategy: • Pipeline Generation: Actively prospect and leverage your personal network to generate pipeline, providing compelling "commercial insights" on optimizing the supply chain value chain. • Pipeline Generation: • Complex Sales Execution: Lead extended territory teams (including pre-sales and technical experts) through complex enterprise sales cycles to exceed bookings targets. • Complex Sales Execution: • Value-Based Selling: Quantify ROI and present strong business cases to help enterprise executives justify software investments. • Value-Based Selling: • Partner-savvy: work with partners to qualify and progress their pipeline, and drive joint engagements on qualified opportunities. • Partner-savvy: • Deal Negotiation: Support the Account / Engagement Leader in negotiating favorable pricing and commercial terms with C-level executives by demonstrating the long-term strategic value of Cognite’s solutions. • Deal Negotiation: • Cross-Functional Collaboration: Partner closely with internal Product Management and Marketing teams to feed real-market supply chain insights back into product strategy. • Cross-Functional Collaboration: • Sales Hygiene & Forecasting: Support the Account Leaders and their First Line Managers in accurately forecasting monthly/quarterly bookings and maintaining up-to-date account records in Salesforce.com. • Sales Hygiene & Forecasting: • Knowledge, Skills, Abilities (KSAs) & Competencies • Core Competencies: • Core Competencies: • Domain & Industry Expertise: Deep domain expertise in complex Supply Chain operations for Energy, Manufacturing or Power Utilities verticals. Understanding of Production operations and industry x.0 initiatives is also required. • Domain & Industry Expertise: • Strategic Value Selling: Ability to sell value and build quantified ROI frameworks for prospective buyers. • Strategic Value Selling: • Informal Leadership, Influence & Autonomy: High degree of self-motivation, time management, and ability to informally lead and effectively influence cross-functional deal teams. • Informal Leadership, Influence & Autonomy: • Executive Communication: Stellar presentation, written, and verbal communication skills tailored for C-suite engagement. • Executive Communication:
Benefits
• Culture & Values: High autonomy, a culture of speed and openness, social and diversity initiatives (Together@Cognite), and a commitment to innovation. • Culture & Values: • Compensation & Benefits: Competitive base + variable compensation, 401(k) employer matching, fully covered health/dental/vision/disability premiums, and learning stipends. • Workplace Flexibility: Unlimited PTO, paid parental leave, and catered company lunches. • Workplace Flexibility:
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